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UC  SOUTHERN  REGIONAL  LIBRARY  FACIllTY 

III           III 

II 

HOW  THE  AGENT'S  MANUAL  IS  RECEIVED. 


o 


FFICERS  or  General  Agents  of  the  following  Companies  have  already 
ordered  supplies  of  this  work  for  their  agents  and  canvassers,  viz.  : 


MUTUAL  (of  N.Y.),  MUTUAL  BENEFIT,  NORTH  AMERICA, 

SECURITY,  UNIVERSAL,  WIDOWS  &  ORPHANS', 

NEW  YORK,  UNITED  STATES,  CONTINENTAL(of  N.  Y.), 

WASHINGTON,  EQUITABLE,  GLOBE, 

AMERICAN  (Phila.).  KNICKERBOCKER,  NATIONAL, 

MANHATTAN,  EXCELSIOR,  ATLANTIC, 

NEW  ENGLAND,  CHARTER  OAK,  /ETNA, 

PHdNIX,  CONN.  GENERAL,  UNION  MUTUAL. 

The  Hon.  William  Barnes,  Insurance  Commissioner  for  the  State  of 
New  York,  says  :  "  I  cannot  doubt  that  Agents  will  find  the  Manual  con- 
venient and  useful." 

A  General  Agent,  controlling  a  very  large  business,  says  :  "  T  shall 
put  the  Manual  into  the  handn  of  every  one  of  my  snb-a gents  and 
canvassers,  with  the  promise  that  he  will  read  it."  He  adds:  It  saves 
an  imtnenKe  amount  of  talking  and  explaining  in  instructing  agents?'' 

"  We  are  much  pleased  with  the  Agent's  Manual,"  writes  a  General 
Agent,  "  I  have  read  large  portions  of  the  work  aloud  to  several  agents, 
and  all  speak  in  terms  of  praise." 

Another  writes  :    "You  have  done  the  Agents  an  immense  service." 

Another  General  Agent,  whose  experience  and  success  equal  those  of 
any  other  agent  in  the  country,  writes  :  "I  have  looked  over  your,  book 
with  much  interest  and  satisfaction.  It  is  a  very  valuable  and  finely  gotten- 
up  book.  Please  send  me  fifty  copies  of  Grade  No.  3,  with  my  imprint  on 
them." 

Another  General  Agent  writes  :  "  This  Manual  is  destined  to  work  a 
radical  change  in  the  Insurance  Agency  business." 

The  President  of  a  prominent  Company  writes:  "The  Manual  i? 
spoken  of  highly  by  all  who  have  seen  it.  I  think  it  a  most  excellent  thing 
for  beginners ;  and  I  have  no  doubt  that  the  principal  Agents  ot  the  Com- 
pany would  gladly  incur  the  expense  of  a  large  number  of  copies  for  sup- 
plying their  Canvassers  with  it,  were  it  brought  to  their  notice." 


Another  President  writes — "  The  book  is  all  that  it  is  recommended 

to  be.     Our  solicitors  my  U  iif  worth  one  hniidved  dollars  l^eT 
^nonth  to  them^'' 

The  following  is  from  the  Banking  and  Insurance  Chronicle, 
Chicago  : 

"  On  every  page  of  this  work  is  information  of  which  no  Life  Insur- 
ance agent  or  solicitor  should  be  ignorant  if  he  expects  to  succeed  in  his 
calling.  Indeed,  we  have  never  seen  set  forth  with  such  clearness  the  rea- 
sons why  some  men  do  not  succeed  in  the  getting  of  Life  Insurance  poH 
cies.  Dr.  Fish  takes  that  high  standard  for  the  moral  dignities  of  the 
profession  of  Life  Assurance  to  which  it  is  fully  entitled,  and  in  all  of  the 
sixty-four  rules  for  '  Beginning,'  '  Managing,'  and  '  Enlarging  '  the  busi- 
ness, as  well  as  'Arguments  in  urging  Assurance,'  and  'How  to  meet 
Objections,'  he  gives  methods  for  the  guidance  of  the  agent  and  the  solicitor 
which  are  ennobling  alike  to  the  profession  and  the  practitioner." 

An  effective  General  Agent  writes :  "  I  have  perused  every  section  of  the 
Agent's  Manual  with  much  interest.  It  not  only  meets  my  views  of  what 
a  Life  Insurance  Agent  should  be,  and  do,  but  it  certainly  is  a  work  very 
much  needed  among  the  '  Profession.'  In  my  judgment  Companies  would 
do  good  service  to  their  cause  by  putting  a  copy  into  the  hands  of  every 
agent  they  cotmnission." 

Another  writes:   "  It  is  indeed  invaluable." 

Another  writes  :  "  Candidly,  1  do  consider  your  book  a  necessity  to 
every  Life  Assurance  Agent,  and  impress  this  on  all  of  mv  Agents." 

Another  writes :  "  So  full,  apt,  and  forcible  are  the  numerous  hints, 
arguments,  and  suggestions,  with  the  different  items  of  information,  con- 
tained in  the  Agent's  Manual  of  Life  Assurance,  that  if  one  will  but  read 
and  put  in  practice  what  is  here  furnished,  he  cannot  fail  of  success." 

Another  experienced  General  Agent  writes  :  "  Every  word  is  true  and 
fitting.  Had  I  read  this  book  four  years  ago,  it  would  now  have 
been  worth  to  me.  a  thousand  dollars." 

Another  General  Agent  writes  :  "  The  book  is  'worth  its  weight  in 
goldr  [OVER. 


acli, 

$2  00 

do 

1   75 

<lo 

1  50 

do 

1  25 

do 

1    lO 

RATES    BY    THE    FIFTY    COPIES. 

tirade  No.  1,  square  8vo.,  iiiusUii,  antique,  blue  and  frold,  tinted  paper,  eacli, 

do         2,  do  paper  coverN,  red  ed|;es.  do 

do         S,  small  8vo,  muslin,  nntiiiue,  do  do 

do         4,         do  paper  covers,        do  do 

do         5,  12mo,  do  common  style  tlirougliout, 

OTHER     RATES. 

Ten  per  cent,  will  be  added  to  the  above  rates  where  less  than  50 
copies  are  ordered  at  a  time ;  and  ten  per  cent,  will  be  deducted  where 
over  300  copies  are  ordered  at  a  time.  Single  copies  will  be  sent  by  mail, 
postage  prepaid,  upon  receipt  of  the  price  and  ten  cents  extra  for  postage. 

3^^  In  ordering,  be  particular  to  specify  which  grade  is  wanted  ;  a)id 
to  send  the  money  with  the  orders,  thus  avoiding  expense  of  collection. 

The  author  (Rev.  Dr.  Fish)  can  ht  addressed,  care  of  the  publisher  a,  as 
above ;  but  all  orders  and  business  communications,  to  secure  immediate 
attention,  must  be  addressed  to  the  publishers. 

If  desired,  the  Company's  imprint,  and  also  that  of  the  General 
Agent,  if  so  requested,  will  be  added,  without  expense,  where  fifty  or 
more  copies  of  any  one  grade  are  ordered  at  a  time. 

To  any  President  or  General  Agent  desirous  of  introducing  the   work 

(with  a  view  to  its  circulation  if  approved),  a  copy,   in   paper  covers,  will 

be  sent,  /ree,  upon  application  to  the  publishers,  specifying  the  intention. 

Circulars,  fully  describing  the  work,  will  be  furnished  to  all  who  will 

be  so  kind  as  to  distribute  them.     State  tJiC  number  of  circulars  wanted. 


THE  AMERICAN  MANUAL  OF  LIFE  ASSURANCE. 

BY  THE  AUTHOR  OP  THE  AGENT'S  MANUAL  OF  MFE  ASSURANCE. 

This  little  book  of  54  pages  i2mo  has  been  wonderfully  successful  as 
a  canvassing  document.     An  Agent  says :   "It  hits  every  time." 

Price,  in  Illuminated  covers  and  tinted  paper,  single  copies,  and  less 
than  100,  20  cents  each;  100  copies  and  less  than  1000,  each  18  cents; 
1000  copies  and  less  than  5000,  15  cents  each;  5000  copies  or  over, 
13  cents  each.  No  charge  for  inserting  Company's  matter,  except  type- 
setting. Address  as  below,  being  careful  to  designate  American  Manual 
(to  distinguish  it  from  Agent's  Manual). 

J8^"  The  author  has  prepared  a  small  condensed  (rernian  edition  ot 
this  Manual,  which  can  be  furnished  in  beautiful  style,  with  the  Company's 
matter,  at  from  $60  to  $80  per  1000  copies.  Sample  copies  for  examina- 
tion will  be  sent  upon  application.  Orders  for  any  of  the  above  works  must 
be  sent  to 

WYNKOOP  &  HALLENBECK, 

Printers  and  Publishers,  113  Fulton  street,  N.  Y. 


Digitized  by  the  Internet  Archive 

in  2007  with  funding  from 

IVIicrosoft  Corporation 


http://www.archive.org/details/agentsmanualofliOOfishiala 


EXCLUSIVELY    FOR    AGENTS. 


fi^k^f-l^n^^    ^l^.y 


GENT'S  Manual 


OF 


IT^ 


—  -♦«-•- 


VY   THE  ATTTHOU  OF  "THE  AMERICAN  MANrAl.  OF   LIFE   ASStTBANCE,"   ANT) 

PRIZE     ESSAYS   "PRIMITIVE    PIETT  KEVITED,"    "THE   GREAT 

IMQITIRT  ANSWERED,"    "DOn'T  SWEAR,"   AND 

"the    HOTTR    FOR   ACTION." 


Copt/rtffJU  secured  in  Anterien  and  JCnf/land. 


Berkshire    Life    Insurance    Co. 


Of  nttsfield,  Mass. 


Entered  according  to  Act  of  Congress,  in  the  year  1867,  by 

HENRY  C.  FISH, 

Id  the  Clerli's  OflElce  of  the  United  States  District  Court  for  the  District  of 
New  Jersey. 


PREIW    OP 

WYNKOOP    4     HALI.ENBECK, 

I  13     FULTOX     StKK KT, 

NEW    YOKE. 


'^ Among  the  honorable  voorlcers  in  the  civilized  world,  to  uliom 
thepiiblic  as  well  as  the  assured  will  die  indebted,  we  give  faithful 
and  successful  Life  Assurance  Agents  a  high  place." 

Elizur  Weight. 


"  That  some  of  the  tears  of  the  widow  may  bi  wiped  away,  and 
some  of  the  cries  of  the  fatherless  be  hushed." 


THE 


BERKSHIRE 

Life  Insurance  Co. 


OF 


PiTTsFiELD,  Mass. 


Policies  issued  from  $1,000  to  $20,000. 


THOS.   F.    PLUNKETT,    President. 
JAMES  FRANCIS,   Vice-President. 
BENJ.    CHICKERING,  Sec'y    &    Treas. 
JACOB  L.    GREENE,   Ass't  Sec'y, 

DIRECTORS: 

Hon.  T.  F.  PLUNKETT,  CHAS.  N.  EMERSON,  P.  L.  PAGt, 

JAMES  FRANCIS,  J03IAH    CARTER,  S.  BLACKINTON, 

THEO.  POMEROY,  JOHN   V.  BARKER,  VV.  M.  ROOT, 

L.  H.  GAMWELL,  JABEZ  L.  PECK,  A.  C.  RUSSELL, 

THOJ.  G.  CARSON,  Hon.  ELIAS  MERWIN,  Rev.    HENRY    CLARK, 

G;n.  HENRY  S.  BRIGG.i,  PHINEHAS  ALLEN,  HENRY  STEARNS, 

GEO.  H.  PHELPS,  Hon.  CHAS.  M.  OWEN,  GRAHAM   A.  ROOT, 

Hon.  VV.C.  PLUNKETT,  A.  H.  PEASE,  J.  H.  FRANQiS. 


ADVANTAGES 

OFFERED     BY     THIS     COMPANY. 


Its  perfect  plan  of  non-forfeiting  applied  to  and 
EXPRESSED  IN  EVERY  POLICY  ISSUED,  by  which  failure  to  pay 
premiums  when  due  does  not  forfeit  or  terminate  the  Policy, 
but  it  is  continued  in  full  force  until  the  premium  paid  is  fully 
exhausted. 

For  example:  a  party  aged  35  insures  for  $1000  and  pays 
one  year's  premium  on  the  annual  life  plan,  and  fails  to  pay 
the  second  year's  jiremium  when  due ;  he  will  still  remain 

INSURED  one   year  AND  THREE   DAYS  LONGER,  and  should  he 

die  within  that  time  ms  family  would  receive  the  $1000, 
less  only  the  one  premium  due  with  interest.  The  greater  the 
number  of  payments  made  the  longer  the  Policy  will  continue 
in  force  after  failure  to  pay  premium ;  thus  the  same  party 
having  made  sLv  annual  payments,  the  Policy  will  continue  in 
force  six  years  and  forty -one  days  longer,  or  12  years  and  41 
days  from  the  date  of  the  Policy. 

Thus  the  Bekkshire  continues  the  insurance  to  the  family 
when  from  misfortune,  or  any  cause,  the  father  may  be  unable 
to  pay  premium,  instead  of  giving  the  value  of  hie  Policy  in 
the  fonn  of  dividends  to  those  who  are  fortunate  enough  to  be 
able  to  pay.    No  discrimination  against  the  unfortunate. 

This  plan  is  secured  to  the  assured  by  an  act  of  the  Legisla- 
ture of  Massachusetts,  which  this  Company  was  the  fikst 
IN  this  country  to  adopt. 

The  Premiums  on  Eniowment  and  Limited  Payment  Life 
Policies  being  considerably  larger  than  on  Annual  Payment 
Life  Policies,  the  period  of  continued  insur/mre  will  be  piopor- 
tionately  longer ;  or  if  the  assured  elect  a  new  paid  t:p  Policy 
will  be  issued  for  the  proportion  paid,  which  will  usually  ex- 
ceed the  amount  of  premiums  paid. 


PREFATORY  NOTE. 

VERY  science  has  its  corresponding 
art.  Life  Assurance  is  a  Science ;  but 
it  is  also  an  Art,  The  theory  is  one 
thing ;  the  practice  is  quite  another.  And  the 
latter  is  not  a  matter  of  less  importance  than  the 
former. 


As  a  consequence,  active  and  intelligent 
Agents  are  essential  to  the  prosperity  of  a  Life 
Company.  It  Is  not  enough  to  establish  agen- 
cies.    Those  filling  them   are  to  be  instructed 


4  PREFACE. 

and   stimulated   into    full-grown    and  efficient 


men. 


Every  successful  and  rising  Assurance  office 
has  devoted  a  considerable  part  of  its  attention 
to  the  matter  of  agencies.  Where  this  has  been 
deemed  of  trifling  moment,  little  has  been  ac- 
complished. 

A  Life  Agency  may  fairly  be  called  a  Pro- 
fession. And  hence  an  agent  should  have, 
besides  a  general  education,  a  sort  of  pvofes- 
fiional  education, — which,  by  common  consent 
is  demanded  in  the  practice  of  law,  medicine 
and  the  like.  Other  things  being  equal,  the 
more  familiar  one  is  with  his  profession,  the  more 
thoroughly  furnished  is  he  for  his  work. 

The  public  is  fast  becoming  enlightened  on 
the  subject  of  Life  Assurance.  Inquisitive  minds 


now  push  their  investigations  beyond  the  adver- 
tisements, circulars,  &c.,  of  the  Life  Companies, 
and  ask  for  other  information.  Hence,  a  higher 
grade  of  intelligence  and  capacity  on  the  part  of 
agents  is  requisite ; — just  as  the  general  educa- 
tion of  the  masses  necessitates  a  more  thorough 
education  of  the  teachers.  They  must  broaden 
the  horizon  of  their  knowledge,  and  be  prepared 
to  speak  intelligently  of  what  they  recom- 
mend. In  a  word,  they  must  show  that  they 
are  masters  of  their  profession.  For  how  can 
a  novice  instruct?  And  how  can  an  agent 
bring  to  bear  a  controlling  influence  upon  a 
man  who  is  competent  to  be  his  teacher  in  the 
very  things  belonging  to  his  occupation? 

,     A  work  like  that  here  submitted  was  there- 
fore needed.      Its  aim   is    one   and   simple ; — 

namely,  to  help  Life  Assurance  Agents.    It  puts 
1* 


into  their  hands  just  the  facts  they  want  to  pos- 
sess; gives  them  something  to  think  about; 
furnishes  a  multitude  of  hints  and  suggestions; 
magnifies  their  work  and  places  it  on  a  higher 
level;  raises  their  courage;  .kindles  enthusiasm; 
and  imparts  force,  readiness,  and  effectiveness 
in  their  high  and  beneficent  calling. 

The  author  takes  occasion  to  acknowledge 
his  indebtedness  to  the  Hon,  Wm.  Barnes,  In- 
surance Commissioner  for  the  State  of  New 
.York,  Mr.  J.  G.  Batterson,  President  of  the 
Travelers'  Insurance  Company,  Hartford,  Conn., 
Mr.  Lewis  C.  Lawton,  Assistant  Actuary  of  the 
Mutual  Life  Insurance  of  New  York,  and  other 
gentlemen,  whose  statistical  and  other  publica- 
tions, and  whose  kind  assistance,  have  given  in- 
creased value  to  this  work. 


CONTENTS. 


I. 

PAGE. 

THE  SIGUIFIOATION  OP  TEEMS 11 

H- 

TEE  LITEEATUBE  OP  LITE  ASSUEANOE 15 

III. 
THE  mSTOET  OE  LIFE  ASSUEAUOE 19 

TV. 

THE  NAMES,  OPPIOEES,  ETC.,  OF  EXXSTDIG  GO'S-  •  25 

•V- 

THE  SOJEUOE  OP  LIFE  ASSTJEAITOE 31 

THEPEAOTIOE  ELUCIDATED 37 


VI. 

PAQB. 

THE  MOHAL  ASPECT  OP  LIPE  0PEEATI0!T3 43 

■VIII. 
HEE  QUALITIES  OP  A  QOOD  AGENT 47 

1.  He  appreciates  his  work 47 

2.  He  is  moved  by  liigh  impulses 49 

3.  His  heart  is  enlisted 51 

4.  He  is  activo  and  industrious 52 

5.  He  is  courageous  and  determined 54 

6.  He  has  tact  and  discrimination 56 

7.  He  speaks  the  truth 58 

8.  He  has  a  good  reputation CI 

9.  He  is  agreeable  in  manners 62 

10.  He  is  davoted  to  his  calling 64 

11.  His  interest  is  in  one  Company 65 

12.  He  is  careful  in  selecting  lisks ^^ 

ix:. 

BEaiirunrG  THE  business ' 67 

1.  Personal  canvass  at  the  outset 67 

2.  A  policy  on  his  own  life ^^ 

3.  Pamiliarity  with  Life  Assurance 69 

4.  Posted  as  to  his  own  Company 70 

5.  His  Medical  Examiner '^^ 


VIL 


PAGE. 


6.  Acquaintances  registered  and  visited. —  71 

7.  Making  new  acquaintances 72 

8.  Getting  names  for  reference  ■  •     73 

9.  Treatment  of  other  Agents •  -  74 

MANAGING  THE  BUSINESS 75 

1.  Method  in  everytliing 75 

2.  EelatioDS  to  the  Home  Office 76 

3.  Satisfied  with  terms 77 

4.  Prompt  delivery  of  Policies • .  78 

5.  Eenewals  and  rejections 78 

6.  Helping  the  Hesitating 79 

7.  Filling  out  applications 79 

8.  Eesign  if  doiag  nothing 80 

ENLAEGING  THE  BUSINESS 81 

1.  Widening  one's  own  field 81 

2.  StriMng  for  large  Po]icies 82 

3.  Depending  on  "  Machinery." 83 

4.  Editorial  notices 84 

5.  The  use  of  Eeports,  Office-books,  &c 84 

6.  The  influence  of  Ministers 85 


vm. 

PAGE, 

7.  Sunday-School  Teachers 86 

8.  Tumiag  to  advantage  deaths  of  assured 86 

9.  Same  of  the  deaths  of  unassured 87 

10.  New  attention  to  canvassing 87 

11.  The  motive  of  patronage 88 

12.  Never  without  blank  applications 88 

13.  Eecommending  new  Agents 89 

14.  Operating  through  "bosses"  and  employees- ••  89 

15.  Visiting  the  "  intimate  friend," 90 

16.  Convincing  the  "Wives 90 

1 7.  Looking  after  the  newly  married 91 

18.  Making  each  assured  a  helper ■ 92 

19.  Applying  to  those  already  assured 92 

aegumj:nts  in  urging  asstjeanoe 93 

1.  Scripture  and  duty 94 

2.  Immediate  provision 95 

3.  It  is  found  here 95 

4.  The  only  method  known 95 

5.  Uncertainty  of  life 96 

6.  Posibility  of  sickness 96 

7.  family  affection 97 

8.  A  social  obligation 97 


IX. 

TAGS. 

9.    Its  beneficence 98 

10.  A  means  of  self-protectdon 98 

11.  Variety  of  uses 99 

12.  A  good  investment 100 

13.  Increases  credit 101 

14.  Personal  Advantages 101 

15.  Joy  to  the  Household  •  •  • 102 

16.  A  dictate  of  prudence 102 

17.  Pinal  appeal 103 

H0¥  TO  MEET  OBJECTIONS 115 

1.  Indebtedness  — 105 

2.  WeUoff 106 

3.  Eeligious  scruples 106 

4.  Pears  as  to  safety 107 

5.  Expensiveness 108 

6.  Making  money 108 

7.  Assuring  one's  self 109 

8.  The  Savings  Bank 109 

9.  Using  funds  in  business - HO 

10.  No  family  ties HI 

11.  Inability  to  continue H- 

12.  Some  other  time ■  m 


X. 

PA6X. 

CONVENIENT    TABLES 113 

1.  Interest  and  Discount 113 

2.  Compound  Interest  No.  1 114 

3.  Compound  Interest  No.  2 116 

4.  Description  of  Standard  Mortality  Tables 120 

5.  Breslau  Table 124 

6.  London  Table 125 

7.  Swedish  Table 126 

8.  Erench  Table 127 

9.  Northampton  Table 128 

10.  CarHsle  Table 129 

11.  Equitable  Table 130 

12.  Belgian  Table 131 

13.  Combined  Experience  Table 132 

14.  English  Table  No.  1 133 

15.  English  Table  No.  2 134 

16.  English  Table  No.  3 135 

17.  Height  and  Weight 186 

18.  Short  Rule  of  Expectatioa 137 

19.  Discount  Table 138 

20.  Comparative  Mortality  Table,  1 139 

21.  Comparative  Mortality  Table,  II 140 

22.  Comparative  Mortality  Table,  m 141 

OEIGIN  AND  BUSINESS  OP  COMPANIES .142 


e  n  t '  s    jMt  a  n  u  a  1. 


g^^ 

THE  SIGNIFICATION  OF  TERMS. 


CTUARY. — In    laio,   this   word    w^s 
originally  used  to  designate  a  clerk,  or 
registrar,  in   courts  of  civil  jurisdic- 
tion.      Webster   defines    an    actuary 
as    "  the    manager  of    a    joint-stock 
company,  particularly  of  an  insurance 
company ; — in    America,   chiefly    ap- 
plied to  the  manager  of  a  life  insurance  com- 
pany."     A    better    definition     is,  one   en- 
gaged    in  what    are  termed  contingent,   or 
accidental  calculations  and  estimates. 

Annuity — Is      an     annual  payment ;    or,  a 
yearly   income  charged  on   the  person  or  com- 


pany granting  it. 


12  SIGNIFICATION    OF   TERMS. 

Assets — Constitute  the  entire  property  cf  all  kinds  be- 
longing to  a  person  or  an  association. 

Assurance,  or  Insurance — Is  a  contract  for  the  payment 
of  a  sum  of  money  on  occasion  of  a  certain  event,  as  loss, 
or  death.  In  England,  and,  to  an  increasing  extent,  in 
America,  assurance  is  used  in  life  operations,  and  insuT' 
ance  in  those  of  lire.  The  distinction,  as  made  by  Mr. 
Babbage,  is  this :  Assurance  is  a  contract  dependent  on 
the  duration  of  life,  which  must  either  wholly  happen  or 
wholly  fail.  Insurance  is  a  contract  relating  to  any  other 
uncertain  event,  which  may  partly  happen  or  partly  fail. 
Quite  generally,  however,  the  words  interchange.  Life 
Assurance  may  be  defined  to  be  a  plan  by  which  any 
sum  of  money  may  be  secured  at  death,  whenever  that 
may  taJce  place,  or  be  received  at  any  given  age  of  the 

•   life  assured  if  the  life  continue. 
■  Bonus — Is  an  extra  dividend  to  the  shareholders  of  a  com" 
pany,  out  of  accumulated  profits. 

Dividend — Is  the  share  of  profits,  or  surplus,  belonging  to 
each  partner  or  proprietor. 

Loading — Is  a  sum  added  to  a  previous  amount  to  make 
its  sufficiency  doubly  sure 

Policy — Is  a  ticket,  warrant,  or  written  contract  for  money 
in  a  public  fund  or  society. 

J^remium — Is  the  sum  paid  for  insurance  or  indemnity.     By 


SIGNIFICATION    OF   TERMS.  I3 

Single  Premium  is  meant  a  sum  of  money  paid  down, 
and  in  consideration  of  which,  without  any  further  pay- 
ment, the  sum  assured  will  be  guaranteed  to  be  paid  at 
any  given  age,  or  at  the  death  of  the  assurer.  By  Annual 
Premium  is  meant  a  sum  of  money  to  be  paid  yearly  until 
the  death  of  the  party,  or  for  a  limited  number  of  years, 
as  may  be  agreed  upon. 

Jieserve.— This  is  the  difference  between  the  present  value 
of  the  sum  assured  and  the  present  value  of  the  net 
future  premiums.  It  is  that  sum  for  which  the  Policy  to 
which  it  belongs  could  be  transferred  to  and  reassured 
by  another  company. 

Reversion — Is  the  surn  payable  at  death,  or  at  any  future 
period.  It  may  be  secured  by  the  payment  of  a  single 
or  of  an  annual  premium. 

Rewrmonary  Addition. — That  sum  which  is  added  to  a 
Policy  for  the  Cash  Dividend  at  the  single  payment  rate. 
The  amount  so  added  is  payable  with  the  original  policy. 

Scrip — Is  a  certificate  of  stock,  or  of  a  share  of  joint  prop- 
erty. 

Void — Means  empty,  null,  having  no  binding  force.  All 
Life  Assurance  Companies  have  certain  conditions,  re- 
strictions, or  rules,  the  violation  of  which  hazards  or 
destroys  the  policy.  These  restrictions  relate  to  travel 
or   residence   in    other  countries ;  the   payment   of  pre- 


14  SIGNIFICATION    OF   TERMS. 

miums  when  due,  &c.  If  these  regulations  are  disregarded, 
or  if  the  party  assured  dies  by  the  hands  of  justice,  or  in 
an  attempt  to  violate  the  law  of  any  country  where  he 
may  reside  or  happen  to  be,  or  in  consequence  of  a  duel, 
or  by  reason  of  intemperance  from  the  use  of  intoxicat- 
ing liquors,  or  by  his  own  hand ;  or  if  the  annual  pre- 
mium be  not  paid  in  the  manner  prescribed,  the  policy  is 
in  most  of  these  cases,  either  in  whole  or  in  part,  for- 
feited. 


LITERATURE   OF   LIFE   AS- 
SURANCE. 


OR  the  most  part  those  who  have  writ- 
ten upon  the  subject  of  Life  Assurance, 
have  done  so  with  the  purpose  either 
of  developing  its  laws  and  foundation 
principles,  or  of  exhibiting  its  calcula- 
tions.    Hence  their  writings  are  chiefly 
abstract    and    scientific.       English     author- 
j    ship   is   the  principal  field  of  the  Literature 
of  Life  Asssurance.      America    has    yet    to 
produce   its   first    decidedly  great    work   on    this 
subject.      The   publications   enumerated,    present 
a  pretty  complete  catalogue  of  all  works   of  any 
importance  on  the  Assurance  of  human   life   that 
have  ever  been  written. 


l6  LITERATURE    OF    LIFE    ASSURANCE. 

Griffith  Davies  on  Annuities. 

F.  Bailey  on  Annuities. 

Richard  Price  on  Annuities  (2  vols.) 

Quetelet  on  the  Theory  of  Probabilities. 

An  Essay  on  Probabilities,  by  A.  De  Morgan. 

Sang's  Essay  on  Life  Assurance. 

Sang's  Valuation  of  Life  Contingencies. 

Jones  on  Annuities  and  Reversionary  Pa3mients  (2  vols.) 

The  Sixth  and  Twelfth  Reports  of  the  Registrar-General 
of  England. 

Pocock's  Chronological  List  of  Books  on  the  Doctrine  of 

Chances. 
The  Insurance  Guide  and  Hand-book,  2d  ed. ;  useful. 
Charles  Babbage's  Tables  of  Logarithms. 
Joshua  Milne  on  Annuities. 
E.  Baylis  on  the  Arithmetic  of  Annuities. 
Robertson  on  Life  Assurance. 
William  Morgan  on  Life  Assurance. 
Alfred  Burt  on  Life  Assurance. 
Edward  Hully  on  Life  Assurance. 
Hoyle  on  Life  Assurance. 
Park  on  Life  Assurance. 
Neison  on  Vital  Statistics. 
Ansell  on  Vital  Statistics. 
Ellison  on  Life  Insurance. 
Dowdeswell  on  Life  Insurance. 
Millar  on  Life  Insurance. 
E.  J.  Farren  on  Life  Insurance. 
A.  Scratchley  on  Life  Assurance  Societies. 


UTERATURE    OF    LIFE    ASSURANCE.  I J 

Thackeray  on  Life  Assurance. 

James  (J.  H.)  on  Life  Assurance. 

The  Handbook  of  Life  Assurance,  by  c.  B.  Norton. 

The  Vade  Mecum,  by  J.  Baxter  Langley,  M.  R.  S.  C. 

The  American  Manual  of  Life  Assurance,  by  Henry  C.  Fish, 

D.  D.,  Newaik,  N.  J. 

The  American  Life  Assurance  Magazine  (Quarterly),  by  G. 

E.  Currie,  153  Broadway  (seven  bound  volumes). 

The  Insurance  Monitor,  by  T.  Jones,  Jr.,  l4&iGWailst., 

N.  Y   (monthly,  and  back  numbers). 

The  Wall  Street  Underwriter,  by  Grferson  &  Ecclesine,  18 

Wall  St.  (Life  and  Fire),  monthly. 
Insurance  Reports  (New  York  and  Mass.),  bound  volumes. 
Journalof  the  Actuaries;  monthly,  London. 

Francis  Corheaux  on  Laws  of  Vitality,  &c. 

Law  of  Fire  and  Life  Insurance,  Geo.  D.  B.  Beaumont. 

Assurance  Premiums,  by  Wm.  Orchard. 

Life  Assurance  Manual,  by  P.  A.  Eagle. 

Farr's  New  Life  Tables.    Quarto,  1864. 

An  Appeal  for  Life  Insurance,  by  G.  E.  Currle,  N.  Y. 

Annals,  Anecdotes,  etc.,  of  Life  Assurance,  by  J.  Francis. 

The  Law  of  Life  Assurance,  by  Charles  John  Bunyan. 

Fifteen  Years'  Experience  in  a  Mutual  Life  Insurance 
Company,  by  S.  Homans,  New  York. 

What  is  Life  Assurance?  by  Jenkin  Jones. 

The  Medical  Selection  of  Lives,  by  Wm.  Brinton. 

Medical  Estimate  of  Life,  by  s.  H.  Ward. 

Hutton's  Mathematical  Tables. 

George  Cardwell :  a  Life  Insurance  Tale,  by  N.  D.  Morgan. 


l8  LITERATURE    OF    LIFE    ASSURANCE. 

Marshall's  Tables  of  Value  of  Annuities. 

Hodgson's  Observations  on  Duration  of  life. 

Why  Should  I  Insure  my  Life  ?  by  H.  R.  Shannan. 

Practical  Life  Tables,  ty  Alex.  McKean. 

Price's  Observations  on  Reversionary  Payments. 

Commission  Profits  of  Life  Assurance,  V  s.  Brown. 

Treatise  on  Life  Annuities,  by  F.  Blayney. 

"Sew  and  General  Notation  of  Life  Contingencies,  by  Hardy. 

Peter  Gray's  Tables  of  Life  Contingencies. 

"W.  E.  Hillman's  Tables  of  Life  Policies. 

David  Jones  on  Value  of  Annuities. 

B.  H.  Todd's  Life  Insurance  Investigation  Tables. 

W.  T.  Thompson's  Actuarial  Tables. 

William  Wood's  Conversion  Tables. 

Popular  Tables,  by  Charles  M.  Willich. 

Hedical  Examinations  for  Life  Insurance,  by  J.  Adama 

Allen,  Chicago,  III. 
Banking  and  Insurance  Chronicle,  Chicago,  HI. 
Chisholm's  Commutation  Tables  (2  vols.) 


IHE  HISTORY  AND  PRESENT  POSI- 
TION OF  LIFE  ASSURANCE. 

OUBT  hangs  over  the  actual  origin  of 
the  idea  and  the  practice  of  insurance. 
In  the  year  1435  a  Spanish  writer  issued 
a  challenge  to  the  world,  claiming  for 
Barcelona  the  honor  of  being  the  birth- 
place of  this  practice.  The  claim  was 
met  by  the  Italians,  who  quoted  the 
rates  of  insurance  on  shipments  from  Lon- 
don to  Pisa  and  Bruges  as  early  as  1400.  It 
was  also  ascertained  by  a  chronicle  of  King 
Ferdinand  that  the  contract  of  reciprocal  insur- 
ance was  known  in  Portugal  as  early  as  1375. 
Many  other  writers  allude  to  the  practice  of  in- 
demnifying ship-owners  and  merchants  against  losses  by  the 
elements^  or  by  enemies,  at  a  much  earlier  date. 


20        HISTORY  AND  PRESENT  POSITION  OF  LIFE  ASSURANCE. 

The  invention  of  the  principle  of  insurance  has  generally- 
been  accorded  to  the  Romans,  from  the  fact  that  the  writ- 
ings of  Livy,  Suetonius,  Cicero,  and  Sallust  mention  stipu- 
lations of  indemnity  to  contractors  during  the  second  Punic 
War,  and  a  like  surety  granted  by  Claudius  for  delivery  of 
grain  during  a  time  of  great  scarcity,  as  also  the  security 
claimed  by  Cicero  for  the  carriage  and  safe  delivery  of  the 
spoils  of  war  gained  by  the  victories  in  Silesia.  The  first 
English  statute  appears  in  the  time  of  Elizabeth,  1601,  but 
it  designates  the  system  as  of  "  tyme  out  of  mynde,  and  a 
"usage  amongste  merchants."  The  question  of  priority  must 
therefore  be  accorded  to  marine  insurance,  and  the  inven- 
tion to  the  Italians. 

LIFE  Assurance,  also,  dates  far  back  in  the  annals  of  the 
past.  It  is  common  for  writers  on  this  subject  to  assign  its 
origin  to  the  beginning  of  the  eighteenth  century  ;  making 
its  existence  hitherto  to  have  been  about  one  hundred  and 
fifty  years.  But  it  has  certainly  existed  twice  that  length 
of  time.  Indeed,  we  find  traces  of  the  theory  of  probabili- 
ties, (which  underlies  life  assurance,)  as  far  back  as  the  time 
of  Pliny,  and  even  Plato,  preceding  the  Christian  era.  It 
is  also  certain  that  some  four  hundred  years  after  Christ,  a 
table  was  actually  in  existence  by  which  annuities  could  be 
valued. 

But  that  Life  Assurance  was  absplutely  practiced  as  early 


HISTORY   AND  PRESENT  POSITION   OF  LIFE   ASSURANCE.         2  1 

as  above  stated,  i.  e.  in  the  sixteenth  century,  is  put  beyond 
question  by  the  contents  of  a  volume  in  the  French  lan- 
guage called  the  Guidon  (guide,  standard),  whose  author  is 
unknown,  but  which  must  have  been  written  some  three 
hundred  years  since.  In  this  ancient  document  the  writer 
speaks  of  "  insurance  made  by  some  nations  upon  the  life 
of  men,  in  case  of  their  decease  upon  a  voyage,  to  pay  cer- 
tain sums  to  their  heirs  or  creditors."  Hence  it  appears 
that  in  his  day  "some  nations "  practiced  life  assurance. 
How  much  earlier  we  do  not  know. 

From  an  old  English  work  on  Usury,  printed  in  1584, 
we  learn  that  a  particular  feature  of  life  assurance — endow- 
ments for  children — supposed  to  be  a  very  modern  idea,  was 
known  and  substantially  practiced  then  (nearly  three  hun- 
dred years  ago).  The  writer  speaks  of  money  being  in- 
vested in  a  "  Companie,"  which  company  agrees  "  that 
whosoever  lendeth  such  a  summe  of  money,  and  hath  a  childe 
of  one  yeere,  shall  have  for  his  childe,  if  the  same  childe 
doo  live  till  he  be  full  iifteene  years  of  age,  500  li.  (pounds) 
of  money." 

We  also  fmd  historical  traces  of  the  practice  of  assuring 
lives  in  Germany,  of  an  equally  early  date. 

The  first  scheme  of  importance,  however,  and  which  may 
be  regarded  as  the  foundation  of  the  modern  system  of  life 
contingencies,    was     the     system    of    Tontines,    invented 


22       HISTORY  AND  PRESENT  POSITION  OF  LIFE  ASSURANCE. 

by    Lorenzo    Tontie,     or    Tontine,    a     Neapolitan,     in 

1653- 

The  first  public  office  for  assuring  lives  which  we  are  able 
to  identify,  originated  with  a  clergyman  of  Middletown,Lan- 
cashire,  England,  named  William  Assheton,  D.  D,,  in  the 
year  1698.  His  object  was  the  benefit  of  the  widows  of 
clergymen  and  others,  and  for  settling  jointures  and  annui- 
ties. It  went  into  operation  under  the  name  of  ''The 
Mercer's  Company,"  in  London.  In  1700  another  society 
was  instituted  called  the  "  Society  of  Insurance  of  Widows 
and  Orphans." 

In  the  year  1706,  the  "  Amicable  Society  of  London  "  was 
founded ;  but  it  made  this  fundamental  error,  that  the  rates 
of  premium  were  uniform  for  all  ages  assured ;  nor  was  any 
fixed  amount  guaranteed  in  case  of  death.  Hence  very 
little  was  done.  In  1721  the  "Royal  Exchange,"  and 
"  London  Assurance  "  Companies  were  formed.  But  it  was 
not  until  1780  that  the  business  of  Life  Assurance  may  be 
said  to  have  fairly  begun.  In  that  year  the  "  Equitable 
Society  "  (which  eighteen  years  before  had  obtained  a  char- 
ter with  the  greatest  difficulty,  and  had  so  far  met  with 
little  success,  so  great  was  the  ignorance  prevailing  upon  the 
whole  subject)  adopted  the  Northampton  tables  as  the  basis 
of  its  calculations;  its  actuary  or  manager  being  William 
Morgan,  who  was  aided  by  the  advice  of  his   uncle,  Dr. 


HISTORY  AND  PRESENT  POSITION  OF  LIFE  ASSURANCE.         23 

Richard  Price,  a  celebrated  writer  upon  the  principles  of 
Life  Assurance. 

Life  Assurance  was  introduced  into  this  country  before 
the  war  of  the  Revolution.  It  was  effected  by  a  few  Epis- 
copalian clergymen  who  formed  a  society  in  1769,  called 
"The  Protestant  Episcopal  Association  for  the  Benefit  of 
Widows  and  Children  of  Clergymen  of  the  Commonwealth 
of  Pennsylvania."  The  first  public  Assurance  Company 
was  the  Pennsylvania,  established  in  1812,  still  flourishing. 
The  Massachusetts  Hospital  Life  Insurance  Company  seems 
to  have  been  the  next  formed,  in  the  year  1818.  The 
New  York  Life  Insurance  and  Trust  Company  was  chart- 
ered in  1830,  and  the  New  England  Mutual  Life  Insurance 
Company  of  Boston  in  1 844.  But  little  attention,  however, 
was  paid  to  the  subject  in  this  country  prior  to  1 843,  at 
which  time  the  Mutual  Life  of  New  York  and  several  other 
companies  went  into  successful  operation. 

At  the  present  time  there  are  in  Great  Britain  nearly  two 
hundred  such  companies;  and  the  amount  there  assured 
upon  life  is  estimated  at  £225,000,000. 

In  the  United  States  there  are  about  seventy  Life  Com- 
panies, receiving  an  annual  income  of  nearly  $50,000,000. 
But  little  short  of  four  hundred  thousand  lives  arc  now  as- 
sured, covering  risks  amounting  to  about  61,000,000,000. 
These   are  striking  proofs  of  the  popularity  of  Life   Assur- 


24       HISTORY  AND  PRESENT   POSITION   OF  LIFE  ASSURANCE. 

ance.  During  each  year,  more  than  six  millions  of  dol- 
lars are  paid  by  the  Life  Companies  in  the  United  States 
to  the  families  or  representatives  of  the  assured;  mainly 
to  widows  and  orphans. 

The  number  of  policies  now  issued,  yearly,  by  all  the 
Companies  in  the  United  States,  is  not  far  from  120,000. 
And  the  business  is  constantly  and  rapidly  increasing. 

A  few  words  may  be  added  on  the  stability  of  Life  As- 
surance. It  is  too  much  to  say  that  Life  Companies  have 
never  failed.  In  England,  up  to  the  time  of  Richard 
Price  (1780),  assrrance  of  life  had  been  little  better  than 
a  gambling  operation.  And  much  later,  has  there  been 
great  unfairness  in  business  of  this  description  ;  which,  hap- 
pily, is  not  true  at  present.  A  very  few  Companies  doing 
life  business  in  this  country,  have  by  mismanagement  gone 
down  ;  but  the  cause  has  been  the  union  of  other  business 
with  that  of  life.  Not  a  single  Company  confining  itself  to  its 
legitimate  work  has  failed,  nor  is  th::  thing  conceivable,  for 
there  is  scarcely  room  for  contingencies,  The  experience  of 
the  commercial  world  can  point  to  no  such  permanency  as 
is  seen  in  Life  Companies,  nor  does  any  class  of  institutions 
compare  with  them    for  uniformity,  safety,  and  reliability. 


LIFE   ASSURANCE   COMPANIES. 


E  have  spared  no  pains  to  be  able  to 
present  here  a  full  and  complete  list 
of   the    several    Life   offices    in    the 
United  States,      Such  a  list,  it  is  be- 
lieved, is  found  in  no  other  publica- 
tion.    For  reference,  and  correspondence^ 
it  will  be  of  great  convenience,  besides 
le     satisfaction    that    one    feels    in    being 
pouted."     We  arrange  them  in  alphabet- 
:al  order. 
Of  the  officers,  it  will  be  understood   that    the 
one  first  named  is  President^  and  the  next,  SeC' 
relary. 

2 


26  LIFE    ASSURANCE    COMPANIES. 

^TNA s Hartford,   Conn. 

E.  A.  Bulkeley,  T.  O.  Enders. 

American  Mutual  , New  Haven,  Conn. 

Bcnj.  Silliman,  Benj.  Noyes. 

American  Life  and  Trust.  .  .Philadelphia. 

A.  Whilidin,  J.  S.  Wilson. 

American  Popular New  York  city. 

V.  M.  Rice,  J.  Pierpont,  Jr. 

Atlantic  Mutual Albany,  N.  Y. 

R.  H.  Pruyn,  L.  B.  Smith. 

Baltimore Baltimore,  Md. 

J.  I.  Donaldson. 

Berkshire Pittsfield,  Mass. 

T.  F.  Plunket,  B.  Chickering. 

British  General New  York  city. 

Branch  office. 

Brooklyn Brooklyn,  N.  Y. 

C.  W.  Bouck,  R.  H.  Harding. 

Cincinnati  Mutual Cincinnati,   Ohio, 

C.    G.   Megrue,  G.   F.   Reynolds. 

Charter  Oak Hartford,  Conn. 

J.  C.  Walkley,  S.  H.  White. 

Connecticut  General Hartford,  Conn. 

E.  W.  Parsons,  T.  W.  Russell. 

Connecticut  Mutual Hartford,  Conn. 

Guy  R.  Phelps,  W.  S.  Olmsted. 

Continental  of  N.  Y New  York  city. 

Justus  Lawrence,  J.  P.  Rogers-, 

Continental  of  Hartfok-d  ..Hartford,  Conn. 

J.  S.  Rice,  S.  E.  Elmor^.. 


LIFE    ASSURANCE    COMPANIES.  2/ 

Covenant  Mutual St.  Louis,  Mo. 

G.  B.  Allen. 

Economical  Mutual Providence,  I^.  I. 

S.  S.  Bucklin,  W.  Y.  Potter. 

Empire  Mutual Chicago.   111. 

Equitable New  York  city. 

William  C.  Alexander,  James  W.  Alexander. 

Excelsior New  York  city. 

Samuel  T.  Howard,  Sidney  Ward. 

Germania New  York  city. 

H.  Wesendonck,  F.  Schwendler. 

GiRARD  Annuity  &  Trust.      Philadelphia. 

T.  Ridgway. 

Globe  Mutual New  York  city. 

Pliny  Freeman,  H.  C.  Freeman. 

Great  Southern  &  Western. New  Orleans,  La. 

Gen,  Longstreet. 

Great  Western New  York  city. 

R.  Bage,  E.  Dwight  Kendall. 

Guardian New  York  city. 

W.  H.  Peckham,  H.  V.  Gahagan. 

Hahnemann Cleveland,  Ohio. 

H.  M.  Chapin,  A.  S.  Mills. 

Home Brooklyn. 

W.  S.  Griffith,  G.  C.  Ripley. 

Hospital ..,. Boston,  Mass, 

Moses  Hale,  Sec. 

John  Hancock Boston,  Mass. 

G.  P.  Sanger,  G.  B.  Ager. 


28  LIFE    ASSURANCE    COMPANIES. 

Kentucky  Mutual Cincinnati,  Ohio. 

J.  C.  Beck,  A.  C.  Dunlap, 

Knickerbocker New  York  city. 

E.  Lyman,  G.  F.  Sniffcn, 

Life  &  Accident Hartford,  Conn. 

T.  J.  Vail,  William  S.  Manning. 

Liverp'l  &  LoND.  Globe  F.  &  L.  New  York  city,   branch. 

A.  C.  Pell,  Agent. 

Manhattan New  York  city. 

Henry  Stokes,  J.  L.  Halsey. 

Massachusetts  Mutual Springfield,  Mass. 

Caleb  Price,  F.  B.  Bacon. 

Maryland  Life  Ins.  Co Baltimore,  Md. 

Geo.  P.  Thomas,  Pres.,  John  W.  Davis,  Sec. 

Mutual  of  N.  Y New  York  city. 

F.  S.  Winston,  Isaac  Abbatt,  John  M.  Stuart. 

Mutual  of  Chicago Chicago,  III. 

Merril  Ladd,   C.  B.  Holmes. 

Mutual  Benefit Newark,  N.  J. 

L.  C.  Grover,  E.  A.  Strong. 

National  of  Vermont.  . . . . » Montpelier,  Vt. 

J.  Y.  Dewey. 

National. New  York  city. 

E.  A.  Jones,  John  A.  Mortimore. 

National  Life  &  Health  ....  Kalamazoo,  Mich. 

S.  P.  Sheldon,  G.  W.  Snyder. 

National  Travelers* New  York  city. 

James  R.  Dow,  J.  H.  Taylor. 

New  England  Mutual Boston,  Mass. 

B.  F.  Stevens,  J.  M.  Gibbons. 


LIFE    ASSURANCE    COMPANIES.  20 

New  Jersey  Mutual Newark,  N.  J. 

J.  P.  Bradley,  William  M.  Simpson. 

New  York New  York  city. 

Morris  Franklin,   W.  H.  Beers. 

New  York  State  Mutual.  . .  Syracuse,  N.  Y. 

John  Peck,  G.  P.  Gardner. 

New  York  Life  &  Trust.  . .  .New  York  city. 

David  Thompson,  P.  R.  Kearney. 

North  America New  York  city. 

N.  D.  Morgan,  J.  W.  Merrill 

North-Western  Mutual,  . .  .Milwaukee,  Wis. 

S.  S.  Dagget,  A.  W.  Kellog, 

Ohio Cincinnati,  Ohio. 

Augustus  Isham, 

Penn  Mutual. Philadelphia. 

James  Traquair,  H.  S.  Stephens, 

Pennsylvania Philadelphia. 

Charles  Dutilh,  Pres*t, 

pHiLADELPraA  FiRE  &  LiFE    . .    Philadelphia,  Pa. 

R.  P.  King,  F.  Blackburn, 

Phcenix  Mutual. Hartford,  Conn. 

E.  Fessenden^  J.  F.  Buma. 

Provident  Life  &  Trust  . . .  .Philadelphia,  Pa. 

S.  R.  Shipley,  Pres't. 

Provident  Life  &  Investment  Chicago,  111. 

Ira  Y.  Munn,   C.  Holland. 

Royal  F.  &  L New  York  city,  branch. 

A.  B.  McDonald,  Agent. 


30  LIFE    ASSURANCE    COMPANIES. 

Security  Life  &  Annuity  .  .  .New  York  city. 

R.  L.  Case,  I.  H.  Allen, 

Southern Memphis,  Tenn. 

G.  W.  McCarn,  J.  B.  Dodds. 

State  Mutual Worcester,  Mass. 

Isaac  Davis,  C.  Harris. 

St.  Louis  Mutual St.  Louis,  Mo. 

D.  A.  January,  W.  T.  Selby 

Travellers'  (Life  and  Accident)  .  . .    Hartford,  Conn. 

J.  G.  Batterson,  R.  Dennis. 

Universal ,..  ,.•    New  York  city. 

William  Walker,  J.  H.  Bewley. 

Union  Mutual  of  Maine.  .  .  .Augusta,  Me. 

H.  Crocker,  W.  H.  Hollister 

United  States New  York  city. 

J.  B.  Collins,  Jno.  Eadie. 

Washington New  York  city. 

Cyrus  CurtisSjW.  A.  Brewer,  Jr. 

Western Cincinnati,  Ohio. 

Widows'  &  Orphans'  Benefit.  .New  York  city. 

Charles  H.  Raymond,  H.  B.  Robinson. 

World  Mutual New  York  city. 

George  L.  Willard,  C   W.  Plyer. 

>8®~  It  is  proper  to  state  that  a  few  of  the  above  Companies  are  doing  no  new 
business,  but  merely  taking  care  of  obligations  already  assumed. 


THE  SCIENCE  OF  LIFE  ASSURANCE. 


O  M  E  grand  foundation  principle 
lies  at  the  base  of  ev.ery  science.  This 
we  know  to  be  true  of  theology,  medi- 
cine, jurisprudence,  political  econom}' 
and  the  like. 

Now,  what  is  the  fundamental  prin- 
ciple of  Life  Assurance,  as  a  Science  ? 
It  is  this : — the  Law  of  Average. 
We  will  make  this  plain. 
By  the  word  law  {zs  law  of  nature,  law  of 
gravitation,  and  the  like)  is  meant,   the    regular 
method  by  which  certain  effects  follow    certain 
conditions,  or  causes.      When   we   have     ascer- 
tained how,  or  in  what  manner,    or  in  what  relative  pro- 


32  THE    SCIENCE     OF    LIFE    ASSURANCE. 

portion,  certain  eiFects  follow  certain  causes,  then  we  say 
we  have  found  out  the  law  regulating  such  and  such 
things  :  as  when  observing  men  determined  the  laws  regu- 
lating electricity,  the  tides,  steam,  trade,  falling  bodies, 
and  the  like. 

Now,  is  there  a  law  regulating  the  rate  of  mortality,  or 
the  falling  of  human  lives  in  the  aggregate  ?  We  should  sup- 
pose so,  beforehand,  since  nothing  seems  left  to  chance. 
Every  thing  appears  to  be  governed,  controlled,  regulated  : 
only  sometimes  the  law,  or  rule,  respecting  the  occurrence 
is  too  hidden  to  be  detected.  It  is  generally  agreed  that 
what  we  call  chance  is  merely  direction  not  understood. 

"  All  nature  is  but  art  unknown  to  thee. 
All  chance  direction  which  thou  canst  not  see." 

Just  how  many  and  what  kinds  of  accidents  (as  they  are 
called)  and  crimes,  even,  will  occur  among  a  given  popula- 
tion during  a  year,  for  instance,  can  be  determined  with 
certainty  beforehand.  Just  how  many  letters  will  be  mailed 
undirected  (from  haste  or  carelessness  in  correspondents) 
out  of  any  large  number  of  letters,  can  be  known  before- 
hand, on  the  ground  that  what  has  occurred  will  recur. 
Again,  it  is  demonstrated  that  just  such  a  relative  number 
of  white  and  black  ballsj  in  a  given  number  of  drawings, 
will  be  taken  from  an  urn  where  they  are  mixed  promiscu- 
ously.      This  has  been   found  out   by    actual  experiment. 


THE    SCIENCE    OF    LIFE    ASSURANCE.  33 

Or,  throw  into  the  air  some  thousand  times  a  number  of  pen- 
nies, say  fifteen  hundred.  It  can  be  reckoned  beforehand 
just  how  many  "heads "  and  how  many  "  tails,"  in  the  whole 
number  of  throwings,  will  be  up  or  down.  Nothing  would 
be  more  uncertain  than  whether  it  wou'd  be  "head  "  or 
•'tail"  in  one  throwing  of  one  penny;  but  the  average  ii; 
many  throwings  of  many  pennies  can  be  got  at  exactly. 

We  should  expect^  then,  that  there  would  be  a  law  regu- 
lating the  falling  of  human  lives,  so  that  we  could  average 
them,  or  get  the  proportion  of  them; — so  many  out  of  such 
a  number  falling  in  a  given  time. 

And  this  we  find  to  he  the  case.  The  duration  of  any 
one  life  cannot,  of  coi.ise,  be  known ;  but  that  of  a  multi- 
tude of  lives  is  easily  ascertained.  Or,  to  change  the  ex- 
pression, nothing  is  more  uncertain  than  the  duration  of 
individual  life :  nothing  is  more  certain  than  the  average 
continuance  of  life.  In  the  same  age  and  same  country  the 
rate  of  mortality  from  pestilence,  war,  &c.,  &c.,  may  vary  ; 
but  even  these  variations  are  doubtless  governed  by  fixed 
laws ;  and  looking  at  all  periods  and  all  countries,  the  vari- 
ation does  not  exist. 

The  facts  proving  these  statements  have  been  brought  to 
light  by  the  study  of  statistics.  For  upwards  of  200  years, 
tables  have  been  kept  in  different  parts  of  the  world,  to  a 
greater  or  less  extent,  showing  the  births  and  deaths  of  indi' 


34  THE    SCIENCE    OF    LIFE    ASSURANCE. 

viduals.  These  are  generally  called  tables  of  mortality ; 
and  upon  these  the  duration  of  life  has  been  calculated  with 
almost  unerring  accuracy. 

By  these  it  is  ascertained,  for  instance,  that  if  we  take 
10,000  persons  in  the  prime  of  life,  1,200  will  die  the  first 
ten  years;  1,500  the  next  ten;  1,700  the  next  ten;  and  so 
on  till  all  have  passed  away.  10,000  persons  at  the  age  of 
25  years  will  attain  the  age  of  62  years  on  an  average ;  at 
the  age  of  35,  65  years ;  at  the  age  of  45,  68  ;  at  the  age 
of  55,  71.  The  average  age  at  death  of  all  born,  is  about 
33  years.  Or  we  may  say  that  any  1,000  persons  in  ordi- 
nary health  at  the  age  of  25  will  yet  live  to  average  about 
372  years  each;  at  the  age  of  30,  about  34^;  and  at  the 
age  of  35,  just  31  years  each  ;    and  so  on. 

Now,  calculations  having  reference  to  money  values  may 
clearly  be  made  upon  any  circumstances  sure  to  recur.  Hav- 
ing, then,  before  us,  the  probability  of  death  in  each  year  of 
age,  we  have  only  to  charge  each  individual  that  sum  which 
is  the  aggregate  of  the  present  values  of  the  cost  of  insurance 
for  each  successive  year  of  life,  and  we  have  what  may  be 
termed  the  cost  of  assurance.  If  one  lives  longer  than  those 
assured  with  him,  he  helps  those  who  die  early:  if  he  dies 
early,  they  help  him.  In  this  way  a  perfect  average  is  se- 
cured, which,  being  based  on  accurate  and  sufficient  life- 
tables,  is  just  as  reliable  as  the  equilibrium  of  the  planets. 


THE    SCIENCE    OF    LIFE    ASSURANCE.  35 

The  deficient  payments  ot"  those  who  die  early  are  com- 
pensated for  by  the  additional  payments  of  those  who  live 
longer.  Of  course,  to  the  actual  cost  of  assurance,  there 
must  be  added  office  and  other  expenses,  use  of  capital, 
a  surplusage  for  security,  etc.,  and  all  these  put  together 
make  up  what  are  called  the  rates  of  assurance,  rendering 
it  safe  to  issue  policies  at  these  charges,  whether  for  the 
whole  term  of  life,  or  for  a  certain  period,  on  the  endow- 
ment plan. 

The  following,  from  the  pen  of  an  unknown  writer,  is  a 
pretty  lucid  statement  of  the  theory  and  practice  of  Lite 
Assurance : 

All  Insurance  is  but  the  taking  upon  many  the  risk  of  one, 
so  that  if  he  loses  what  he  insures  they  collectively  shall 
make  it  good  to  him.  If  they  be  a  thousand,  his  loss  di- 
vided among  so  many  hurts  nobody  ;  while  if  it  had  fallen 
upon  one  only  it  would  have  ruined  him.  Say,  for  example, 
that  one  thousand  persons,  at  the  age  of  thirty,  assure  each 
other  for  life  to  the  amount  of  $i,ooo  each,  and  that  each 
pays  for  this  protection  a  yearly  premium  of  $23.60.  The 
collective  premium  will  make  $23,600.  The  casualties  the 
first  year  will  be  probably  eight,  so  that  instead  of  the  soci- 
ety having  to  pay  back  the  whole  $23,600  which  they  have 
received,  they  would  have  to  pay  back  but  $8,000.      This 


36  THE    SCIENCE    OF    LIFE    ASSURANCE. 

will  leave,  with  accrued  interest  at  four  per  cent.,  $16,544 
on  their  hands  to  meet  subsequent  losses,  and  this  fund  with 
future  premiums,  as  fast  as  received,  will  be  put  out  at  in- 
terest. The  next  year  sees  the  business  renewed  in  favor 
of  nine  hundred  and  ninety-two  survivors,  of  whom  a  like 
number  will  die  during  the  second  year,  say  eight  persons. 
To  the  heirs  of  each  of  these  again  is  paid  $1,000,  collect- 
ively $8,000.  The  third  year  sees  nine  hundred  and  eighty- 
four  survivors  whose  premiums  bring  in  $23,222.  Once 
more,  an  increased  number  of  these,  or  nine,  die  during  the 
third  year,  and  $9,000  is  paid  to  their  representatives.  The 
fourth  and  each  following  year  proceed  in  like  manner  until 
about  the  sixty-fifth  year  they  will  in  nearly  every  case  all 
have  died,  and  a  thousand  times  $1,000  will  have  been  paid 
them;  that  is  $1,000,000. 

To  the  INDIVIDUAL,  then.  Life  Assurance  holds  out  pro- 
tection ;  and  to  the  capitalist,  the  profit  of  taking  those 
chances  of  life  and  death  which  the  individual  must  not  run, 
and  can  fairly  pay  to  have  lifted  from  his  shoulders ;  as  is  the 
case  when  one  takes  advantage  of  fire  or  marine  insurance. 


THE  PRACTICE  ELUCIDATED. 


'EDUCING  to  practice  the  theory  as 
explained  in  the  foregoing  chapter, 
there  are  a  few  points  that  may  require 
further  elucidation. 

The  working  planfi  of  coimpanies  dif- 
fer.   While  all  are  based  upon  the  same 
fundamental   principles,  they  are  organized 
upon  different  systems,  and  vary  in  the  con- 
ditions adopted,  and  in  the  detail  and  appli- 
cation of  benefits.      Thus,  there  are  joint- 
stock  companies,  strictly   so  called,  in  which  a 
capital  is  furnished  as  security  to  the  assured,  by 
individuals  who  receive  all  the  profit  or  surplus 
premiums  of  the  business,  as  a  remuneration  for  the  risk  and 


38  THE    PRACTICE    ELUCIDATED. 

use  of  their  capital.  And  the  mixed,  or  part  proprietary 
company  and  part  mutual,  having  also  a  joint-stock  guar- 
antee capital,  but  allowing  a  portion  of  the  profits,  or  all  the 
profits,  to  policy-holders,  after  deducting  legal  interest  upon 
the  guarantee  capital.  And  the  purely  mutual  companies, 
in  which  all  the  surplus,  or  profits  of  the  business,  belongs 
to  the  policy-holders  in  proportion  to  the  premium  they 
pay.  There  are  also  companies  in  which  the  payments  of 
policy-holders  are  wholly  in  cash,  and  others  where  partial 
payment  is  majde  in  notes. 

The  matter  o^ profits,  dividends,  &c.^  may  also  require 
some  explanation.  If  there  was  but  one  invariable  rate  of 
mortality  from  which  we  could  determine  the  exact  number 
of  assured  persons  who  would  die  at  each  age;  if  the  rate 
of  interest  never  fluctuated,  and  it  could  be  precisely  deter- 
mined per  policy  what  the  expenses  of  management  would 
be,  the  rate  of  premium  deduced  therefrom  would  be,  as 
we  have  previously  stated,  the  exact  value  of  the  sum  as- 
sured. But  as  it  is  impossible  to  obtain  an  (absolutely  accu- 
rate rate  of  mortality,  and  also  to  prevent  the  admission  of 
some  bad  lives,  and  as  the  interest  of  money  is  constantly 
varying,  it  is  absolutely  necessary,  for  the  security  of  the 
assured,  lo  he  certain  that  the  premiums  charged  are  suffi- 
ciently high  to  cover  the  risks  incurred.  Hence,  the  rates 
are   expected  to  be  somewhat  higher  than  will  eventually 


THE    PRACTICE    ELUCIDATED.  39 

prove  to  have    been   necessary.      Here    is    an  income    or 
source  of  profit. 

To  this  must  be  added  several  other  sources  of  revenue. 
In  calculating  interest  the  rates  are  assumed  at  3  per  cent, 
in  Fogland,  and  in  this  country  at  4  per  cent. ;  while  a 
company,  m  fact,  receives  6  or  7  per  cent.,  often  more. 
This  is  clone  by  judicious  investments,  or  loaning  on  good 
terms.  These  investments,  of  course,  are  drawing  in- 
terest, which  interest  is  again  reloaned,  making  an  invest- 
ment at  compound  interest.  These  interests  are  an  accumu- 
lation to  the  benefit  of  the  company  ;  which,  in  a  few  years, 
in  a  successful  one,  whose  expenses  are  proportionate  to  their 
business,  amounts  to  a  large  sum.  Again,  in  order  to  cover 
expenses  and  still  further  to.  provide  against  all  contingen- 
cies, the  companies  universally  add  to  the  rates  obtained  by 
calculation  from  correct  tables  of  mortality,  a  loading  of 
from  zo  to  4.0  per  cent.  This  is  usually  found  more  than 
is  necessary,  and  forms  another  source  of  profit.  Moreover, 
the  lives  which  are  assured  are  much  better  than  the  aver- 
age of  lives  upon  which  the  tables  of  mortality  are  based, 
the  average  expectancy  being  increased  by  the  judicious 
selections  made  by  the  ofiice  ;  this  consequently  results  in 
a  proflr.  A  profit  is  also  acquired  by  the  lapse,  or  loss,  of 
policies  from  non-payment,  and  by  the  purchase  of  policies, 


40  THE   PRACTICE    ELUCIDATED. 

as  the  company  always  reserve  a  sufficient  amount  to  indem« 
infy  them  for  the  risk  already  incurred. 

In  these  several  ways,  and  others  incidental  to  the  busi- 
ness, it  happens  that  all  companies  managed  with  prudence, 
accumulate  a  larger  amount  of  funds  than  is  necessary  to 
provide  for  future  losses. 

The  adequacy  of  the  premiums  charged  is  tested  by  a 
"  valuation  "  of  the  income  and  liabilities  of  the  Society, 
which  the  offices  make  at  certain  periods,  and  if  it  results 
that  they  have  a  surplus  after  putting  by  sufficient  to  meet 
every  probable  claim  upon  them,  they  then  distribute  their 
profits.  All  profits  in  purely  stock  companies  are  divided 
among  the  stockholders ;  while  in  mutual  and  mixed  com- 
panies they  are  distributed  among  the  life  members  in  an 
equitable  proportion.  In  the  distribution  of  surplus  funds 
periods  of  three  or  five  years  have  usually  been  preferred  to 
shorter  ones  ;  because  the  rate  of  mortality  is  generally 
supposed  to  be  more  uniform  among  a  large  number  of  per- 
sons, and  extending  over  a  long  period.  Some  companies 
in  England,  for  this  reason,  make  their  dividends  only  once 
in  seven  or  ten  years.  In  many  companies,  however,  both 
in  England  and  America,  the  dividends  are  declared  annu- 
ally. The  funds  returned  to  the  assured  are  generally  dis- 
posed of  as  each  niav  prefer ;   either  to   reduce  the  annual 


THE    PRACTICE    ELUCIDATED.  4I 

firemium,  or  to  the  purchase  of  additional  assurance  without 
farther  charge  for  premium  (adding  the  dividend  to  the 
policy),  or  to  abate  the  amount  of  future  premiums,  the  sum 
assured  remaining  the  same. 

A  few  words  may  be  in  place  as  to  the  lapse  or  surreri' 
der  of  policies.  It  is  sometimes  complained  by  those  wish- 
ing from  any  cause  to  withdraw  from  a  company,  that  they 
do  not  get  the  full  value  of  their  policies. 

Professor  De  Morgan  observes  on  this,  "  Among  the 
sources  from  which  the  offices  draw  profit,  are  lapsed  poli« 
cies.  But  what  they  receive  by  the  lapse  of  the  po- 
licy is  not  all  profit ;  but  only  that  portion  by  which 
the  premium  for  the  whole  life  exceeds  the  premium 
for  a  temporary  assurance.  Every  premium  which  is  paid 
by  an  assurer  contains  the  consideration  given  for  the  chance 
of  his  dying  in  each  and  every  subsequent  year.  If,  then, 
he  remain  a  member  of  the  office  and  stand  the  risk  of  death 
during  a  certain  number  of  years,  all  such  part  of  his  pre- 
miums as  was  consumed  for  the  risk  of  those  years  become 
due  to  the  office  and  was  taken  by  the  office  as  compensa- 
tion for  the  risks,  and  cannot,  therefore,  be  said  to  fall  to 
them  as  profit  upon  the  lapse  of  the  policy.  Two  individ- 
uals, A  and  B,  go  to  the  office  on  the  same  day,  and  assure 
their  lives  for  the  same  sum,  A  upon  his  whole  life,  and  B 


4-2  THE    PRACTICE    ELUCIDATED. 

for  seven  years.  A  pays,  say  £lo  of  premium,  and  B  £7. 
At  the  end  of  seven  years  A  allows  his  policy  to  lapse  just 
at  the  time  when  B's  policy  expires  by  its  own  construction. 
What  does  the  office  gain  by  the  lapse  ?  Evidently,  the  tem- 
porary annuity  of  £3  by  which  the  two  premiums  differ. 
The  £7  paid  by  A  out  of  £10  is  not  more  than  sufficient 
to  pay  his  share  of  the  claims  which  arose  during  the  years 
which  he  continued  in  the  office ;  the  remaining  £3  was  a 
reserve  for  future  years,  which  becomes  profit  to  the  office 
on  his  declining  to  stand  the  risks  of  these  years." 

This  would  seem  to  be  sufficiently  plain.  The  principle 
of  assurance  is,  that  the  claims  of  those  who  die  early  are 
paid  by  the  contributions  of  those  who  livelong  ;  therefore, 
if  the  whole  of  the  premiums  were  returned  to  parties  sur- 
rendering their  policies,  it  might  become  impossible  for  an 
office  to  fulfill  its  engagements. 


THE  MORAL  ASPECT   OF   LIFE 
OPERATIONS. 

O  view  could  be  more  incorrect  than 
that  LIFE  transactions  are  simply  like 
other  insurance  transactions.  They  are 
of  a  far  higher  and  more  sacred  charac- 
ter. They  differ  in  these  important  re- 
spects. 

Other  kinds  of  insurance,  for  instance, 
pertain    to  property    merely.       A    fire    or 
marine  insurance   company  deals  simply  with 
material   objects — assumes  risks  upon  houses, 
ships,  merchandise.       And  then,  again,  its  tran- 
sactions are  with  one  party.      They   begin    and 
terminate  with  the  insured. 


44  THE    MORAL    ASPECT    OF    LIFE    OPERATIONS. 

Not  SO  with  a  Life  Company.  Here  the  operations 
touch  human  existeJice.  They  relate  to  its  fall  or  continu- 
ance. That  for  which  one  will  ''give  all  that  he  hath  "  is 
the  matter  bargained  about.  A  man  may  speculate  \n prop- 
erty^ but  how  abhorrent  the  idea  of  speculating  in  human 
life  1  A  man  may  barter  and  banter  where  mere  goods  are 
concerned ;  but  what  a  degradation  to  bring  life  operations 
down  to  this  low  level !  A  man  may  think  lightly  and 
speak  flippantly  of  the  destruction  of  barns  and  merchandise ; 
but  of  the  end  of  earthly  existence  he  is  expected  to  enter- 
tain a  degree  of  seriousness. 

Then,  too,  the  Life  office  has  to  do  with  other  parties 
than  the  assured.  It  is  virtually  acting  for  widows  and  or- 
phans. It  assumes  to  be  their  almoner  and  protector.  A 
husband  and  father  entrusts  to  it  what  is  expected  to  mature 
only  at  his  death.  If  there  be  fraud  or  unfairness,  it  is  at 
once  against  the  dead  and  the  living.  The  wrong  takes 
place  when  the  party  originally  dealt  with  cannot  set  up  a 
defense  for  the  innocents ;  since  he  is  no  more  one  among 
them.  And  those  for  whom  he  toiled,  and  planned,  and 
sacrificed,  are  now  deprived  at  once  of  their  just  rights,  and 
of  the  fruits  of  his  efforts.  Their  sustenance  is  taken  from 
before  their  mouths.  The  table  is  bare,  where  love,  in  anti- 
cipation, spread  a  bounteous  repast.  The  guardians  of  the 
now  defenseless  ones  have  become  their  despoilers.      How 


THE    MORAL    ASPECT    OF    LIFE    OPERATIONS.  45 

could  there  be  a  grosser  wrong — a  more  aggravated  wicked- 
ness ? 

Viewed  in  this  light,  how  high  the  obligations  which  a 
Life  office  assumes !  How  sacred  its  trusts  !  And,  conse- 
quently, how  honorable  and  how  elevated  should  he  its 
aims  and  operations  ! 

Now,  an  agent  is  expected  to  be  the  exponent  of  this 
moral  dignity  which  ought  to  invest  transactions  in  life. 
He  is  the  representative  of  these  transactions.  Men  form 
their  ideas,  not  only  of  his  particular  Company,  but  of  Life 
Assurance  itself,  from  him.  Any  act  of  an  Agent  which  is 
not  honorable)  has  a  direct  tendency  to  dishonor  himself 
and  all  his  fellow-laborers.  And  not  only  this,  it  brings 
odium  upon  the  whole  institution.  It  poisons  the  system 
of  Life  Assurance,  and  works  so  much  towards  its  ruin. 

For  these  reasons,  a  Life  Agent  ought  to  be  the  very 
highest  style  of  a  man.  What  a  fire,  or  marine,  or  bank- 
ing or  other  agent  may  be,  is  nothing  to  him.  He  is  to  be 
much  more  than  is  expected  of  others.  There  is  to  be  in 
him  more  of  conscience ;  more  of  genuine  goodness;  more 
of  the  powers  of  honest  persuasion;  more  of  the  capacity 
to  appreciate  and  to  use  those  motives  which  appeal  to  the 
higher   and  finer  sensibilities. 

And  we  earnestly  maintain  that  Life  Assurance  will  never 
realize  its  best  capabilities,  until  it  is  practically  elevated  to 
the  high  moral  position  here  assigned  to  it. 


46 


THE    MORAL   ASPECT   OF   LIFE    OPERATIONS. 


In  the  following  chapter,  the  aim  has  been  to  analyze  and 
set  in  order,  and  to  inculcate  the  principal  elements  which 
constitute  a  permanently  effective  agency. 


THE  QUALITIES  OF  A  GOOD  AGENT. 


1     We     Appreciates    Wis    Work. 

NE  can  generally  form  a  pretty  accurate 
opinion  of  a  Life  Company  by  an  ac- 
quaintance with  its  agents.      The  good 
agent  understands  and  appreciates  this 
fact,  and  also  that  men  will  judge  of  the 
whole  system  of  Life  Assurance  by  him. 
Accepting    an     appointment,    therefore,   he 
feels  his  responsibility.     He  has  high  ideas 
of  his  work.      He  looks  upon  it  as  benefiting 
the  party  assured,  by  giving  to  him  quiet  of  mind ; 
by  inducing  habits  of  economy,  sobriety,  and  fore- 
thought;   by  setting  before   him    an    honorable 


48  THE    QUALITIES    OF    A    GOOD    AGENT. 

motive  to  action  and  enterprise,  and  by  leading  him  to  the 
discharge  of  a  sacred  duty. 

He  considers  that  his  efforts  are  helping  to  rid  the  com- 
munity of  poverty  and  its  frequent  attendants — vice  and 
crime.  And  also  that  he  is  strengthening  the  sinews  of  so- 
cial life  by  every  policy  he  obtains.  And  what  is  more, 
that  he  is  befriending  the  poor  and  needy;  wiping  sorrow 
from  eyes  dimmed  with  tears,  and  deserving  the  tribute  of 
gratitude  awarded  to  one  of  old :  "  When  the  ear  heard 
me  then  it  blessed  me,  and  when  the  eye  saw  me  it  gave 
witness  to  me  ;  because  I  delivered  the  poor  that  cried,  and 
the  fatherless,  and  him  that  had  none  to  help  him.  The" 
blessing  of  him  that  was  ready  to  perish  came  upon  me, 
and  I  caused  the  widow's  heart  to  sing  for  joy." 

An  eminent  minister  once  said  :  ''  Were  I  to  leave  the 
ministry,  I  should  take  an  agency  for  Life  Assurance  ;  for  I 
consider  that  it,  next  to  direct  religious  efforts,  is  doing 
most  to  benefit  society."  And  a  very  high  authority — the 
Hon.  Elizur  Wright,  late  Insurance  Commissioner  of  Mas- 
sachusetts— says :  "  Among  the  honorable  workers  in  the 
civilized  world,  to  whom  the  public  as  well  as  the  assured 
will  die  indebted,  we  give  faithful  and  successful  Life 
Assurance  Agents  a  high  place;  and  no  field  that  we  know 
of  is  more  inviting  to   an   ambition"  that  would  devote  the 


THE    QUALITIES    OF    A    GOOD    AGENT.  49 

best  of  talent  to  the  benefit  of  society  at  large,  and  individ- 
uals in  particular." 

To  have  such  a  conception  of  the  value  and  dignity  of  an 
agent's  vocation,  is  an  important  point  gained.  In  such  a 
case,  where  the  motives  of  worldly  policy  are  pleasantly 
mingled  with  higher  moral  considerations,  and  all  these 
blend  together  in  the  beautiful  philosophy  which  constitutes 
the  chief  charm  of  Life  Assurance,  the  business  of  an  agency 
will  be  both  agreeable  and  successful.  But  without  this 
appreciation  of  his  work,  how  can  an  agent  expect  to  suc- 
ceed ?  How  can  he  have  faith  in  it,  and  impart  to  others 
confidence  and  interest  in  it  ?  If  he  does  not  appreciate  its 
benefits,  how  can  he  forcibly  place  them  before  others  ? 

As  a  first  thing,  then,  let  an  agent  endeavor  to  rise  up  to 
a  just  estimate  of  the  value  and  the  moral  grandeur  of  his 
undertaking.      (See  also,  on  this,  page  43,  etc.) 


2.     We    is   yVLoYED    BY   j^IGH    TmPULSES. 

A   WRITER  observes  that  some  agents  walk  about 
like    apprentices   to  an  undertaker,  proclaiming    in 
sepulchral    tones    the    uncertainty    of  life,    &c.,  and    they 
never  succeed ;  while  some  of  the  jolliest  fellows  in   exist- 
ence are  very  successful  agents,  because  they   carry  sound 
3 


5°  THE    QUALITIES    OF    A    GOOD    AGENT. 

and  well-balanced  minds,  with  a  love  of  their  fellow  man, 
and  can  appreciate  and  feel  the  motives  that  will  sway  those 
with  whom  they  come  in  contact. 

We  have  seen  men  acting  as  agents,  who  seemed  to  feel 
that  they  were  doing  a  mean  sort  of  work,  and  needed  to 
beg  pardon  of  all  creation  for  being  about  such  work — for 
being  alive,  we  had  almost  said, — whereas,  they  may 
well  hold  up  their  heads,  and  go  out  to  their  task  animated 
by  the  very  highest  motives  of  philanthropy  and  moral 
obligation. 

One  should  look  upon  his  business  in  the  light  already 
presented,  as  a  great  public  benefit,  and  feel  that  it  does  no:: 
detract  from  his  being  a  promoter  of  the  general  good  of 
mankind  because  he  gets  a  living  by  his  labor.  He  who 
docs  the  state  a  service  while  at  the  same  time  earning  an 
honest  livelihood,  is  deserving  of  double  honor,  first  because 
he  promotes  the  public  weal,  and  next  because  he  secures 
his  dependents  against  want. 

Let  a  Life  Agent,  then,  feel  self-assured  and  confident. 
He  need  not  depreciate  his  calling,  as  compared  with  any 
other  business  or  profession  whatever.  Merchants,  law- 
yers, physicians,  school-teachers,  secretaries  and  agents  of 
benevolent  societies  even,  are  often  doing  less  to  scatter 
benefits  throughout  the  human  family,  than  are  honest  and 
efficient  Life  Agents.     Far  be  it  from  them  to  feel  that  they 


THE     QUALITIES    OF    A    GOOD    AGENT.  5I 

are  palming  off  something  that  is  not  worth  what  is  paid  as 
an  equivalent,  and  infinitely  more  too.  If  not  now,  some 
time,  blessings  will  be  pronounced  upon  them. 


3.     ji 


IS  Weart  is  Enlisted. 


o 


F  a  celebrated  living  actress,  whose  powers  are  worthy 
of  a  better  cause,  it  has  been  written — 


"  We  listening  weep  ;  but  every  burning  djrop 
Flows  from  thy  heart,  ere  falling  from  ottr  eyes." 

To  make  others  feel,  we  must  first  ourselves  feel.  Deep 
conviction  is  contagious.  It  wins  its  way.  It  speaks  in  the 
eye,  the  looks,  the  tone.  Othej  things  being  equal,  a 
man's  force  in  impressing  others  is  in  the  ratio  of  his  owq 
heart-force.     Says  Goethe : 

"  Persuasion,  friend,  comes  not  by  toil  or  art ; 

Hard  study  never  made  the  matter  clearer  ; 

*Tis  the  live  /our}  tain  in  the  speaker'' s  heart 

Sends  forth  the  streams  that  melt  the  ravished  hearer. 

Would  you,  then,  touch  the  heart,  the  only  method  known 

My  worthy  friend,  h  first  to  have  one  of  your  own." 

AD  this  applies  well  to  a  Life  agent.  If  he  loves  hi<^ 
work  ;  if  he  puts  his  heart  under  it,  look  out  for  results ! 
To  do    much,  he  must  be  full  of  it.     A  Secretary  once 


52  THE    QUALITIES    OF    A    GOOD  AGENT. 

wrote  to  a  newly-appointed  agent :  "  Your  very  boots  must 
creak  the  name  of  your  Company  !"  It  reminded  us  of  the 
advice  of  Dr.  J.  W.  Alexander  to  a  ministering  brother,  as 
to  having  his  heart  enlisted  in  sermonizing :  "  Live  for  your 
sermon.  Live  in  your  sermon.  Get  some  starling  to  cry — ■ 
'Sermon!  sermon!'" 

No  class  of  men  ever  propagated  a  great  interest,  and 
carried  it  through  to  victory,  who  did  not  first  wed  it,  and 
wholly  cast  in  their  lot  with  it  for  better  or  for  worse. 

All  eiFective  agents  have  "Life  Assurance  on  the  brain." 
They  spring  to  their  task  with  an  elastic  and  buoyant  spirit. 
Write  it  down  as  a  rule,  that  no  man  ever  does  much  who 
is  not  enthusiastic  in  his  profession  or  business — -who  does 
not  think  his  enterprise,  whatever  it  be,  the  greatest,  or  at 
least  one  of  the  greatest,  and  most  important  in  the  world. 
Only  then  are  his  energies  untiring.  Only  then  does  the 
fire  in  his  own  soul  kindle  upon  the  souls  of  others. 


4.    We  is    Active   and    Industrious. 

WHEN  a  lady  once  asked  Turner,  the  celebrated 
English  painter,  what  his  secret  was,  he  replied  : 
"  I  have  no  secret,  madam,  but  hard  work,"  This  it  a  se- 
cret that  many  have  never  learned,   and   from  thi?  cause 


THE    QUALITIES    OF    A    GOOD    AGENT.  53 

they  don't  succeed.  Labor  is  the  genius  that  changes  the 
world  from  ugliness  to  beauty,  and  the  greatest  curse  to 
one  of  the  greatest  blessing. 

It  is  eminently  true  in  Life  Assurance,  that  "  the  hand 
of  the  diligent  maketh  rich:"  while  "idleness  clotheth  a 
man  in  rags." 

There  is  no  way  of  getting  on  well  in  a  Life  agency, 
short  of  absolutely  hard  ivork,  and  the  devotion  of  time 
to  it.  The  agent  must  be  a  man  not  only  to  '  strike  the 
iron  while  it  is  hot,'  but  as  Cromwell  said,  *  to  make  the 
iron  hot  by  striking. '  "  Peu  et  peu," — little  by  little — is 
a  motto  to  be  hung  up  in  the  agents'  ofEce.  Or  this : 
*'Only  work  wins." 

Luther  was  once  asked  how  he  found  time  to  translate 
the  Bible,  His  reply  was,  ''  I  did  a  little  every  day."  And 
Beethoven,  when  fifty-two  years  of  age,  wrote  to  his  friend 
Wegeler,  "  My  maxim  has  always  been  nvlla  dies  sine  linea 
— (no  day  without  a  line),  and  if  I  allow  my  muse  to  slum- 
ber, it  is  only  that  she  may  awake  with  fresh  vigor." 

A  Life  agent  accepting  such  sentiments  is  on  the  road  to 
succesi. 


% 


54  "T^E    QUALITIES    OF    A    GOOD    AGENT. 


5.     We  is   Courageous  and  Deter- 
mined. 


ONE  should  not  accept  a  Life-agency  until  he  has 
made  up  his  mind  to  succeed.  It  has  its  difficulties 
and  discouragements.  But  you  must  remember  that  a  man 
can  hardly  be  expected  to  jump  into  any  splendid  business 
at  once.  Very  few  agents  are  as  successful  as  they  could 
desire  at  the  outset.  One  of  the  most  efficient  agents  in 
the  country  worked  diligently  for  six  weeks  before  he  took 
his  first  risk;  but  he  said,  "  I  am  bound  to  succeed." 
During  the  next  three  months  his  commissions  were  over 
twelve  hundred  dollars. 

"  The  wise  and  active  conquer  difficulties 
By  daring  to  attempt  them  ;  sloth  and  folly 
shiver  and  sink  at  sights  of  toil  and  hazard. 
And  make  the  impossibility  f  hey /car." 

The  old  Crusaders  used  to  say,  "Faint  heart  never  won 
fair  lady."  Another  adage  in  everybody's  mouth  declares 
that  "Fortune  favors  the  brave." 

That  famous  educator,  Miss  Mary  Lyon,  of  South  Had- 
ley,  Mass.,  used  to  say  to  her  pupils,  "  If  you  commence 
teaching  and  do  not  succeed,  teach  till  you  do  succeed." 

If  the  agent  gets  sorely  disappointed  in  cases  where  he 


thB  qualities  of  j\.  good  agent.  55 

was  confident,  let  him  nevertheless  remember  the  lines  in 
the  Loves  of  the  Angels : 

"  Hope's  precious  pearl  in  sorrow's  cup 

Unmelted  at  the  bottom  lay. 
To  shine  again  when,  all  drunk  up, 

The  bitterness  should  pass  away." 

A  newly-appointed  agent  once  said,  when  finding  if 
hard  to  get  a  start,  and  to  make  both  ends  meet  in  living, 
"  I  will  share  a  dry  cracker  with  my  wife  sooner  thai? 
give  it  up !"  We  scarcely  need  add  that  he  had  a  per 
manent  success. 

Here   one  may  well  write  over  his   ofEce-door  General 

Grant's  famous  dispatch,  "I  will  fight  it  on  this  line,"  etc. 

or  the  couplet  of  Sir  Walter  Scott : 

"  Come  one,  come  all — this  rock  shall  fly 
From  its  firni  base  as  soon  as  I." 

Never,  in  a  solitary  case,  have  we  known  an  agent  to 

complain  of  a  lack  of  business,  if  he  patiently  Vfnt  at  it 

with  full  faith  that 

"In  the  bright  vocabulary  of  youth 
There's  no  such  word  as  fail  !'* 


56  THE  QUALITIES  OF  A  GOOD  AGENT. 

6.  Me  has  Tact  and  Discrimination. 

THE  great  thing  in  assuring  men  is  to  use  that  partic- 
ular argument  at  the  right  moment  which  will  gain 
the  object.  Or,  which  is  the  same  thing,  to  say  just  what 
will  carry  conviction  and  lead  to  immediate  and  conclusive 
action — and  nothing  more.  Of  some  men  in  urging  assur- 
ance it  may  be  said, 

" •  His  zeal 


None  seconded,  as  out  o/*  season  judged, 
Or  singular,  or  rash." 

Some  agents  presume  too  little.  Better  take  for  granted 
that  the  man  you  approach  will  assure.  Better  assume  that 
he  is  ready.  Approach  him  saying,  "  Here  is  something 
for  your  interest ;  something  you  want ;  perhaps  the  best 
thing  you  ever  met  with."  Tell  him  what  it  is,  and  act  as 
if  you  expected  him  to  close  up  the  matter  at  once. 

Some  agents  talk  too  much.  Never  is  a  flood  of  words 
more  out  of  place  than  in  urging  Life  Assurance.  Dori't 
talk  the  man  to  death  !  Let  him  have  time  to  breathe,  and 
breathe  yourself.  Watch  the  motions  of  the  countenance. 
Trace  the  workings  of  the  mind.  Mark  what  pleases. 
If  you  have  made  a  point,  don't  w«make  it.  Now  be 
cautious  in  speaking !  One  indiscreet  remark  just  at  this 
moment  may  be  fatal  to  your  purpose. 


THE    QUALITIES    OF    A    GOOD    AGENT.  57 

Some  agents  e^jcplain  too  minutely.  They  are  too  fear- 
ful— scrupulous,  shall  we  say — lest  the  man  shall  not  see 
everything  about  the  whole  subject.  So  they  must  argue 
and  demonstrate,  until  the  man's  mind  is  confused,  or 
rendered  indifferent.  Aim  to  persuade,  to  move,  rather 
than  to  convince.  Very  likely  he  believes  in  assurance 
now.  Address  yourself  to  the  one  work  of  leading  him  on 
into  it. 

At  a  meeting  of  solicitors  the  question  was  once  raised  : 
"  What  tables  do  you  find  most  popular  >"'  One  replied  : 
"  I  never  ask  '  what  table  do  you  prefer  ?'  I  tell  him  what 
table  he  wants,  and  go  about  assuring  him  !  I  get  out 
the  application,  and  ask  for  his  full  name,  and  hold  the 
pen  to  write  it  down ;  and  so  carry  the  man  right  along 
with  me  till  the  thing  is  completed  !" 

Oftentimes  a  bold  move  of  this  kind  is  most  successful. 
In  other  cases  things  must  proceed  with  greater  delibera- 
tion. At  any  rate,  don't  commit  the  man  if  there  is 
danger  of  a  refusal.  Don't  hear  it,  if  given ;  but  leave 
the  matter  for  some  other  time. 

Let  an  agent,  in  these  and  other  particulars,  study  human 
nature,  and  acquire  tact  and  discrimination.  If  thoughtful 
and  attentive,  he  will  be  sure  to  acquire  it,  and  much 
more  readily  than  he  may  imagine. 


68  THE    QUALITIES    OF    A    GOOD    AGENT. 

J.    We   Speaks  the  Truth. 

"First  in  the  glories  of  thy  front 
Let  the  crown-jewel  Truth  be  found." 

REQUESTING  of  an  officer  in  a  Life  Company  to 
name  a  subject  for  an  article  to  agents,  he  said, 
"Write  on  this:  Sow  to  get  along  without  lying  "  And 
he  added,  "  Agents  will  lie  ! — they  tell  anything  that  suits 
their  purpose — and  this  gives  a  bad  name  to  the  whole 
business."  Certainly  this  is  far  from  being  true  of  all 
agents,  but  it  is  true  of  too  many. 

It  is  high  time  that  Life  Agents  set  their  faces  against 
this  practice  of  deception.  They  may  rest  assured  that 
here,  as  everywhere,  "  honesty  is  the  best  policy." 

"A  man  of  sense  will  artifice  disdain. 
As  men  of  wealth  may  venture  to  go  plain." 

In  the  end  misrepresentations  are  pretty  sure  to  be  visited 
upon  the  offender's  own  head ;   so  that 

"  They  that  act  unjustly 
Are  the  worst  rebels  to  themselves." 

And  how  abhorrent  the  idea  of  trifling  with  the  confi- 
dence of  men,  and  so  misleading  and  deceiving  them  that 
they  shall  hereafter  say:  "  He  is  dishonest;  I  would  not 
believe  him  under  oath;"  as  one  was  lately  heard  to  say  of 


THE    QUALITIES    OF    A    GOOD    AGENT.  59 

an  agent  who  had  told  him  what  proved  to  be  untrue  in 
respect  to  his  premiums  end  dividen4s. 

Benjamin  Franklin  is  often  quoted  as  authority  for  the 
value  of  Life  Assurance,  and  very  properly  so.  But  Frank- 
lin said,  "Let  honesty  he  as  the  breath  of  thy  soul." 


8.     We  has  a   Good   Reputation. 


o 


F  an  agent's  veracity  men  ought  not  only  to  be  able 
to  affirm, 

What  he  says 


You  may  believe,  and  pawn  your  soul  upon  it;" 
but  they  ought  to  be  able  to  compliment  him  throughout 
as  a  thoroughly  honest  and  true  man. 

The  remark  has  been  made  by  somebody,  concerning 
writers,  that  "  it  makes  all  the  difference  in  the  world  who 
is  behind  the  pen."  If  we  krfow  that  a  writer  or  speaker 
is  tricky,  scheming,  hypocritical,  or  corrupt,  we  refuse  to 
be  influenced  by  him.  On  the  other  hand,  it  is  remark- 
able what  weight  the  words  of  a  man  of  character  have. 

All  this  is  equally  true  in  business  success.  And  hence 
the  reputation  of  an  agent  in  the  community  should  be 
unequivocally  good.  It  will  be  found  a  chief  element  of 
strength.  Let  him  aim  to  be  an  honor  to  the  Company  he 
represents     remembering  that  it  will  be  judged  of  by  him. 


6o  THE    QUALITIES    OF   A    GOOD    AGENT. 

and  that  he  should  do  nothing  to  derogate  from  its  good 
name,  or  from  the  reputation  of  Life  Assurance  in  general. 
Let  him  be  strictly  temperate,  and  in  all  respects  so  bear 
himself  that  even  his  opponents  will  be  compelled  to  say, 

*'  I've  scanned  the  actions  of  his  daily  life 

With  all  the  industrious  malice  of  a  foe. 

And  nothing  meets  mine  eyes  but  deeds  of  honor." 


9.    We   is     Agreeable    in     Man- 
ners. 

TREATING   everybody   in   a   respectful  way,  is  one 
of  the  surest  means  of  getting  on  in  the  world.      It 
costs  but  little,  and  is  worth  a  great  deal.      A  buffoon, 

"  Fit  for  the  mountains  a'^d  the  barbarous  caves. 
Where  manners  ne'er  were  preached," 

is  out  of  place  in  a  Life  Agency,  Coarseness,  vulgarity, 
looseness  of  conversation,  repulsive  manners — all  this  is  dis- 
graceful, and  a  serious  drawback  upon  success. 

So  honorable  and  beneficent  is  the  vocation  of  a  Life 
Agent,  that  we  instinctively  demand  in  him  a  correspondence 
to  the  portraiture, 

"  Tho'  modest,  on  his  unembarrassed  brow 

Nature  had  written  'Gentleman.'  " 
We  demand  that  he  shall  be 

" — For  courtesy,  behavior,  language, 
And  every  fair  demeanor,  an  example." 


THE  QUALITIES    OF    A    GOOD    AGENT.  6l 

The  pen-picture  of  a  quaint  writer,  sketching  the  true 
gentleman,  is  worthy  of  the  study  of  a  Life  Agent : 

"  He  is  above  a  low  thing.  He  cannot  stoop  to  a  mean 
fraud.  He  invades  no  secret  in  the  keeping  of  another. 
He  betrays  no  secrets  confided  to  his  own  keeping.  He 
never  struts  in  borrowed  plumage.  He  never  takes  selfish 
advantage  of  one's  mistakes.  He  uses  no  ignoble  weapons  in 
controversy.  He  never  stabs  in  the  dark.  He  is  ashamed 
of  inuendoes.  He  is  not  one  thing  to  a  man's  face,  and 
another  behind  his  back.  He  may  be  trusted  out  of  sight 
—near  the  thinnest  partition — anywhere  He  buys  no 
offices,  he  sells  none,  he  intrigues  for  none.  He  would 
father  fail  of  his  rights  than  win  them  through  dishonor. 
He  will  eat  honest  bread.  He  tramples  on  no  sensitive 
feeling.  He  insults  no  man.  If  he  have  rebuke  for 
another  he  is  straightforward,  open,  manly.  He  cannot 
descend  to  scurrility.  Tn  short,  whatever  he  judges  honor- 
able he  practices  toward  every  man."  To  such  gentlemanly 
bearings  as  this,  large  tolerance  will  be  yielded,  even  under 
the  most  persistent  urgency. 


62  THE    QUAUTIES    OF    A    GOOD    AGENT. 


10.   We  is  Devoted   to  his   Calling. 

LIVE  MEN  are  nowhere  more  needed  than  in  Assur- 
ance Agencies.  They  are  a  necessity  in  a  commu- 
nity, and  probably  always  will  be,  because  men  will  not 
spontaneously  go  into  Assurance.  Instruction,  persua- 
sion, reminding  them  of  an  imperative  duty,  is  essential. 
Here  is  room  for  the  perpetual  play  of  an  agent's  best 
powers.  Unless  he  stir  up  men,  a  great  obligation  is  passed 
by  unnoticed.  There  is  no  adequate  substitute  for  activity 
among  assurance  agents.  The  public  is  practically  inca- 
pable of  performing  its  duties  without  the  continual  urgency 
of  individuals  whose  interest  it  is  to  importune  men  to  do 
themselves  justice.  And  it  is  surprising  how  much  a  few 
energetic  minds — one  energetic  mind,  even — may  do  to- 
wards informing  and  exciting  the  public  on  this  subject. 

Agents  often  distrust  their  ability  to  succeed  in  the  busi- 
ness of  Life  assurance  to  such  an  extent  as  will  warrant 
them  in  devoting  their  whole  time  to  it,  and  so  they  make 
small  gains  by  other  means.  But  the  lesson  of  experience 
is,  that  in  order  to  succeed,  all  the  tact,  ability,  and  energy 
must  be  concentrated  on  this  one  work. 

The  essential  thing  is  that  the  agent  be  absorbed  in  hii^ 
vocation.      The  largest  powers  become  weak  when  divided 


THE    2UALITIES    OF    A    GOOD    AGENT.  63 

and  dissipated  among  many  aims.  ,  Inferior  powers  are 
mighty  when  concentrated.  It  is  very  seldom  that  a  man 
does  different  things  toell.  Life  agents  who  have  rolled  up 
for  themselves  a  splendid  income,  have  not  done  it  by  car- 
rying on  other  matters  at  the  same  time.  They  took  up 
Life  Assurance  as  a  business  for  life  /  and  they  prosecuted 
it  with  singleness  of  aim,  and  an  absolute  concentration 
of  their  best  faculties. 


11.    Mis    Interest    is    in    One    Com- 
pany. 

UNLESS  it  is  specially  understood  at  the  time 
an  agent  receives  his  appointment  that  he  has 
liberty  to  solicit  applications  for  other  companies,  it  is  ex- 
pected that  he  will  work  exclusively  for  the  company 
appointing  him.  The  reason  is  plain.  No  agent  can  do 
full  justice  to  any  one  company  when  he  is  equally  inter- 
ested in  advocating  the  claims  of  one  or  two  more.  He 
should  have  his  preferences  in  order  to  make  others  have 
theirs.  And  the  loose,  scattering  way  of  offering  one  thing 
or  another  with  equal  recommendation,   is  injurious  to  all 


6^  THE    QUALITIES    OF    A    GOOD    AGENT. 

parties.  A  high  authority  remarks,  that  "  however  it  may 
appear  to  a  novice  in  the  business,  it  is  the  uniform  testi- 
mony of  agents  who  have  had  large  experience  in  Life  As- 
surance, that  it  is  far  best  to  bring  all  the  ability  and  en- 
thusiasm one  can  command  to  the  advocacy  of  the  claims  of 
a  single  company" 

12.    Careful  in    Selecting    Risks. 

IT  cannot  be  too  deeply  impressed  upon  the  mind  of 
an  agent,  that  poor  risks  are  a  damage  both  to  himself 
and  to  the  company.  The  officers  watch  the  losses  as 
closely  as  they  do  the  business  of  the  agent.  Some  men  se- 
cure a  large  number  of  policies,  and  at  the  same  time  are 
careless  as  to  the  selection  of  the  risks ;  and  the  result  is  that 
the  ratio  of  the  losses  through  that  agent  exceed  that  of  the 
average  ratio  of  the  company's  risks;  and  so  in  the  end 
he  is  dismissed  in  digrace,  and  loses  the  benefit  of  his  labors, 
and  also  his  position  as  a  life  agent ;  while  those  who  have 
done  a  much  smaller  business,  and  done  it  carefully,  are 
strengthened  in  the  confidence  of  the  company,  and  perma- 
nently retained.  One  loss  in  your  new  field  may  more  than 
counterbalance  the  profits  of  your  agency  for  a  year  In 
every  way  show  to  the  Company  that  they  can  rely  upon 
your  Judgment. 


BEGINNING  THE   BUSINESS. 


1.    Personal    Canvass    at   the 
Outset. 

EFORE  one  can  become  a  successful 
manager  of  a  Life  Agency,  he  must  have 
had  actual  loorJc  in  getting  applica- 
tions. This  is  beginning  at  the  bottom. 
Nothing  can  compensate  for  the  lack  of 
this  lesson  at  the  feet  of  that  best  teacher, 
o   Experience. 

A  beginner  in  the  business  must  therefore 
\  begin  here.     He  will  in  this  way  learn  more 
in  a  few  days  than  he  would  in  weeks  of  theo- 
rizing.     Let  him  take  right  hold  of  canvassing, 
without  stopping  for  anything.      Let  him  try  his 


68  «  BEGINNING  THE  BUSINESS. 

hand  at  it,  and  learn  how  to  use  his  tools  by  using  them. 

If  you  are  timid,  doubtful,  strike  out ! 

"Tender-handed  stroke  the  nettle, 
And  it  stings  you  for  your  pains  ; 
,  Grasp  it  like  a  man  of  mettle, 

^y;  And  it  soft  as  silk  remains." 

And  remember  the  saying  of  a  French  author  :    **  It  is 

the  first  ste^  that  costs."     That  is  the  difficult  one.     Take 

that;  take  it  rightly,  and  half  the  trouble  in  starting  business 

is  got  along  with, 

2.     A    Policy   on   his    Own    Life. 

A  CIVIL  engineer  once  had  finished  a  complicated 
railroad  bridge,  when  many  speculated  and  doubted 
as  to  its  strength.  Mounting  a  huge  engine,  he  ordered  it 
out  upon  the  bridge,  and  crossed  and  recrossed  at  full 
speed.     He  thus  gave  proof  of  his  faith  in  his  own  structure. 

A  Life  agent  is  expected  to  do  likewise.  If  asked  "Are 
you  assured  in  this  Company  ?"  it  would  be  a  sorry  answer 
if  obliged  to  say  "no  !"  But  if  he  can  say  "yes,"  it  will 
act  as  an  inducement  to  others.  And  all  the  better  if  he 
can  say  "  I  have  a  large  policy;"  naming  a  heavy  amount. 

It  should  be  added,  that  your  taking  a  policy  on  your 
own  life  is  evidence  to  the  Company  of  sincere  earnestness 
in  accepting  an  agency. 


BEGINNING  THE    BUSINESS.  69 

« 

It  is  also  an  excellent  habit  to  carry  your  policy,  (as  well 
as  a  list  of  large  policyholders  and  the  sums  they  are  assured 
for,)  in  your  pocket,  and  show  it  on  suitable  occasions, 
pointing  out  its  provisions  and  advantages. 

3.   Familiarity   With   Life    Assur- 
ance. 

LEISURE  hours  should  now  be  employed  in  "  read- 
ing one's  self  up"  as  to  Life  Assurance  : — its  origin, 
history,  science,  and  a  thousand  other  facts  and  particulars. 
Reports  of  *  Commissioners '  are  valuable.  A  monthly 
Assurance  Journal  will  be  found  stimulating  and  rewarding. 
An  agent  should  not  be  a  novice.  If  he  shows  familiarity 
with  his  business  it  gives  other  persons  confidence  in  the 
Company  he  represents.  Then,  too,  one  perfectly  familiar 
with  his  business,  and  the  relations  which  exist  between 
the  assurer  and  assured,  has  the  power  to  enforce  the 
advantages  of  the  whole  system  of  Life  Assurance  to  the 
conviction  of  his  friends  in  a  manner  at  once  agreeable  and 
pertinent.  It  requires  no  great  power  of  persuasion  to 
induce  people  of  ordinary  prudence  to  insure  their  p7vperty 
against  destruction  by  Jire  or  ivater,  but  it  does  require 
some  power  of  persuasion,  and  appropriateness  of  illustra- 
tion,   to  induce  one    to   take  a  life  policy. 


7-3  BEGINNING  THE    BUSINESS. 

Hence,  if  one  would  be  master  of  his  business,  he  must 
be  a  round-about,  full,  broad-minded,  and  ready  man. 


4.     Posted    as    to    his    Company. 

IT  is  especially  necessary  that  an  agent  understand  all 
about  the  Company  he  represents.  Its  strong  points 
should  be  appreciated,  and  kept  prominent.  We  know 
agents  who  say  very  little,  but  come  right  to  the  special 
advantages  offered  by  their  Company,  and  generally  carry 
their  case. 

Where  objection  is  made  that  in  this  or  that  particular 
some  o^Aer  company  surpasses  yours  in  advantages,  the  agent 
must  be  able  to  give  facts.  Hence,  he  should  know,  and 
be  ready  to  produce  whatever  considerations  will  relieve 
the  apparent  difficulty  or  objection.  From  this  it  will  be 
seen  how  important  it  is  to  be  thoroughly  posted  on  the 
comparative  merits  of  his  own  and  other  companies. 


^.       ffiS       M.EDICAL     EXAMINEI^ 

WHERE  the   agent  has  the  selection  of  his  medical 
examiner,    one  of  undoubted  skill   and  soundness 
ofjudgment  should  first  of  all  be  sought.   If  to  this  be  added 


DEGINNINC;    THE  BUSINESS.  JX 

agreeable  manners,  and  a  pleasant  way  of  approaching  and 
handling  men,  rather  than  a  brusque,  cold,  repulsive  way, 
as  is  sometimes  the  case,  it  will  be  a  valuable  qualification ; 
for  the  bearing  of  the  medical  examiner  has  a  great  deal 
to  do  with  making  it  pleasant  for  applicants. 

The  agent  should  also,  if  possible,  induce  the  physician 
to  take  a  policy  in  the  office  employing  him.  And  where 
this  is  not  possible,  he  should  use  every  endeavor  to  interest 
the  examiner  in  the  success  of  the  agency^  and  secure 
his  influence  and  co-operation.  In  many  cases,  the  con- 
sulting physician  will  give  the  agent  a  list  of  his  patrons, 
and  his  card  as  an  introduction.  It  is  a  great  point  gained 
if  the  doctor  be  thus  enlisted  as  your  helper. 

Get  the  medical  examination  made  at  once  after  obtain- 
ing each  proposal.  See  that  your  doctor  attends  to  it  with- 
out delay. 


6.    Acc^AINTANCES  REGISTERED  AND 


y 


ISITED. 


SOON  as  a  start  is  thus  obtained,  the  agent  should 
make  out  a  complete  list  of  all  his  friends  and 
acquaintances,  and  set  about  the  work  of  seeing  and  address- 
ing  them    personally  : —  perhaps   sometimes    sending,    in 


7**  BEGINNING    THE  BUSINESS. 

advance,  a  card,  circular,  or  office-book.  He  should  not 
overlook  or  neglect  doubtful  cases,  for  the  most  unlikely 
are  often  the  first  to  assure.  He  should  count  no  visit  lost. 
Where  it  is  not  convenient  for  the  party  to  give  you  a 
hearing  now,  the  interview  had  better  be  deferred.  There 
is  no  use  in  pressing  the  matter  upon  a  man's  attention 
when  his  head  is  full  of  something  else,  or  when  he  is  in  a 
hurry,  or  in  bad  humor.  There  may  be  persistence  with- 
out giving  offense,  or  provoking  a  rebuff.  And  however 
coldly  received,  or  even  insulted,  bear  it,  and  when  it  comes 
around  right,  try  it  again.  By  all  means,  never  allow  your- 
self to  be  annoyed ;  keep  your  temper  on  all  occasions,  and 
at  all  times  "  learn  to  labor  and  to  wait."  Always  endeavor 
to  leave  a  good  impression.  It  will  be  of  value  to  you  at 
some  future  time. 


J.     Making    New      Acquaintances. 

PERSONAL  acquaintance  with  men  is  your  great 
stock  in  trade.  By  every  suitable  means  this 
should  be  extended.  If  starting  business  in  a  city  or  vil- 
lage where  you  are  not  generally  acquainted,  it  will  be  well 
to  turn  to  the  banks,  public  societies,  companies,  and  asso- 
ciations of  various  kinds,  as  found  advertised  or  registered 


BEGINNING    THE  BUSINESS.  ^3 

in  the  fly-leaves  of  the  Directory^  and  thus  ascertain  the 
leading  men  of  the  place.  Make  out  a  list  of  those  you 
do  not  know,  and  seek  means  and  opportunities  of  favorable 
introductions  to  them.  In  time,  you  may  approach  almost 
every  one  of  them.  It  is  an  advantage,  also,  to  belong  to 
literary  and  other  societies. 


8.    Getting  Names    for  Refer- 
ence. 

ABOARD  of  local  references  can  in  most  cases  be 
readily  obtained.  But  it  is  of  great  importance  to 
secure  the  best  known  and  most  respectable  citizens.  You 
can  frankly  state  to  such  that  it  would  be  an  advantage  to 
have  the  use  of  their  names,  and  that  you  would  like  to  be 
able  to  say  they  are  assured  in  your  company.  This  wil) 
be  a  motive  that  you  can  use  in  soliciting  them  to  take  a 
policy.  Those  to  whom  you  refer  should,  if  possible,  be 
policy-holders  in  the  company.  In  very  rare  cases  (of 
highly  distinguished  persons)  this  rule  may  be  departed 
from. 

But,  whether   holding  policies  in  the  company,  or  not, 
those  to  whom  you  refer  should  be   carefully  informed  of 

the  peculiarities  of  the  company,  and  enlisted  in  its  behalf. 
4 


74  BEGINNING    THE  BUSINESS. 

To  gain  this  point  in  respect  to  a  particular  individual  is 
often  worth  any  amount  of  effort. 


9.  Treatment  of  other  Agents. 

THERE  can  be  no  reason  why  agents  of  different 
companies  residing  in  the  same  town  should  not,  as  a 
rule,  be  on  good  terms  with  each  other.  At  any  rate  there 
should  be  no  discourtesy  between  them,  and  all  attempts  to 
procure  business  by  depreciation  of  other  agents  and  com- 
panies will  generally  be  to  the  detractor's  disadvantage. 
Excepting  where  the  unworthiness  of  a  company,  or  its 
agent,  is  notorious,  insinuations  as  to  its  being  in  "  a  dan- 
gerous condition,"  and  its  officers  being  "unworthy  to  be 
trusted,"  and  the  like,  prove  an  injury  to  Life  Assurance 
generally,  and,  to  say  the  least,  are  of  doubtful  temporary 
advantage.  It  is  generally  sufficient  to  show  the  excellen- 
cies of  your  own  company. 


MANAGING  THE  BUSINESS. 

1.    Order   and     Method  in  Every- 

THING. 

ET  the  agent  keep  in  mind  that  "order 
is  heaven's  first  law."  In  the  office 
there  should  be  "a  place  for  everything 
and  everything  in  its  place."  A  slov- 
enly appearance  in  the  office  is  indica- 
tive of  careless  habits  generally. 

An  agent's  books   should  be    systematized 
and  well  posted,  so  that  he  can  turn  to  any 
point    in    a   moment.      Every    possible    fact 
should  there  be  properly  recorded ;    such   as  his 
accounts  with  the  company,  and  with  each  policy- 
holder, and  the  residence,  &c.,&c.,  of  the  latter. 


76  MANAGING    THE    BUSINESS. 

And  it  is  very  desirable  to  devote  a  particular  part  of 
each  day,  regularly,  to  canvassing.  Without  this  one 
may  do  business ;  with  it,  he  must  do  it. 


2.  Relations  to  the  Wome  Office. 

EVERY  good  agent  will  feel  a  pleasure  in  acquiescing 
with  the  Company's  rules  and  regulations  respecting 
agencies.  He  will  be  prompt  and  regular  in  all  reports  and 
remittances.  He  will  be  frank  and  honorable,  eschewing 
all  double-dealing,  secret  negotiations  with  other  compa- 
nies while  he  is  supposed  to  be  acting  in  good  faith  for  his 
own,  and  the  like.  Ke  will  write  to  the  President,  or  Gen- 
eral Agent,  confidentially,  and  show  in  every  way  that 
he  has  the  company's  interest  at  heart.  Whatever  affects 
the  company's  standing  or  success,  he  considers  as  affecting 
him.  He  feels  closely  identified  with  it,  and  therefore 
works  for  it  with  a  zest.  If  the  least  misunderstanding 
arises,  he  is  quick  to  have  it  explained  and  made  right.  At 
the  same  time,  if  there  be  any  points  connected  with  the 
business  that  he  does  not  clearly  comprehend — such,  for 
instance,  as  the  various  methods  of  assurance  offered,  the 
mode  of  dividing  profits,  etc.,  he  does  not  remain  in  doubt, 
but  writes  at  once  for  information. 


MANAGING  THE    BUSINESS.  77 


3.     Satisfied    -with    Terms, 

SOME  agents  are  given  to  perpetual  uneasiness  as  to 
terms,  and  better  chances,  etc.  But  it  should  not  be 
forgotten,  that  what  is  for  the  agent's  interest  is  for  the 
company's  interest ;  and  that  therefore  it  is  to  be  presumed 
that  a  company  will  deal  liberally  with  its  agents.  What- 
ever is  reasonable  will  be  pretty  sure  to  be  granted. 

And  an  agent  may  settle  this  in  his  mind  :  that  what 
ever  he  is  worth  he  will  in  the  end /etch.  If  he  proves 
himself  worthy  of  a  better  chance,  he  will  be  sure  to  get  it 
The  thing  for  him  to  do,  then,  is  to  show  that  he  can  do 
Life  bicsiness.  This  is  the  only  thing  he  need  concern 
himself  about  at  the  outset.  He  only  asks  a  foothold — a 
chance  to  denaonstrate  that  he  has  capacity  for  this  work. 
If  it  is  in  him  it  will  be  sure  to  come  out;  andhe  will  soon 
find  his  level  and  get  as  good  a  position  somewhere  as  he 
deserves.  Two  lines  in  Addison's  Cato  may  well  be 
remembered : 

"  'Tis  not  in  mortals  to  command  success  ; 

But  we'll  do  more,  Sempronius — we'll  deserve  it  I" 


78  MANAGING   THE  BUSINESS. 


4.    Prompt    Delivery  of    Policies. 

THE  delivery  of  policies  should  be  made  as  soon  as 
possible  after  they  come  into  the  hands  of  an  agent. 
Delay  may  bring  a  change  of  mind  on  the  part  of  an  appli- 
cant. A  large  proportion  of  returned  policies  would  have 
been  taken  if  agents  had  promptly  and  personally  attended 
to  their  business. 


5.    Renewals    and    Rejections. 

WHEN  a  payment  is  to  be  made  upon  a  policy,  it 
affords  an  opportunity  for  the  agent  to  congratulate 

the  assured  upon  his  good  investment ;  to  inquire  if  he  does 
not  wish  to  increase  the  amount,  and  if  he  cannot  name 
some  of  his  friends  who  might  desire  to  take  out  policies. 

Where  a  party  is  rejected  from  want  of  sufficiently  good 
health,  it  is  well  to  ease  over  the  disappointment  as  far  as 
possible  ;  to  advise  that  he  see  the  medical  examiner  some 
other  time  ;  and  to  express  the  hope  that  he  will  yet  be  able 
to  forward  a  good  application. 


MANAGING    THE  BUSINESS.  Jg 

6.     Welping    the    Wesitating. 

YOU  will  come  in  contact  with  many  men  who  never 
can  decide  to  assure.  They  are  convinced,  and  all 
but  ready  to  act.  But  unless  helped,  they  will  never  "  cross 
the  Rubicon."  In  such  a  case,  get  out  your  forms  of  pro- 
posal, ask  for  pen  and  ink,  (or,  better  still,  carry  a  portable 
ink-stand  with  you,)  and  commence  filling  up  the  form  by 
asking  the  full  name,  etc.,  etc.  An  experienced  agent  remarks 
that  you  will  find  that  nineteen  men  out  9f  twenty  will 
allow  you  to  decide  for  them  that  which  they  would  delay 
for  months,  or  even  years,  if  left  to  decide  it  for  themselves. 
At  the  same  time,  with  some  men  it  will  not  do  thus  to 
assume  that  they  are  re^dy,     You  must  wait  their  motion. 


7-   f 


iLLiNG  OUT    Applications. 


READ  carefully  the  directions  printed  on  the  margins 
of  the  application,  or  elsewhere,  as  to  particulars, 
and  write  out  the  applications  with  extreme  care,  as  this 
application  is  the  basis  of  a  contract  upon  which  possibly 
widows  and  orphans  may  depend  for  their  all.  You  have 
no  right  to  peril  it  by  haste  or  carelessness;  or  to  subject 
the  Company  and  yourself  to  delays  and  annoyances  from 
the  same  cause. 


8o  MANAGING    THE  BUSINESS. 

In  filling  out  the  application,  write  replies  to  every  ques- 
tion distinctly.  Insert  the  full  Christian  name,  both  of  the 
applicant  and  of  the  person  whose  life  is  to  be  assured. 

The  signatures  must  always  be  the  full  Christian 
names.  All  incomplete  and  incorrect  applications  will  be 
returned  to  you. 


8.    Resign    if    Doing   "Nothing. 

COMPLAINTS  are  often  made  by  companies,  that 
agents  who  do  little  or  nothing  do  not  throw  up 
their  commissions.  It  is  but  fair  that  an  appointee  either 
discharge  the  duties  of  his  office,  or  vacate  it  in  favor  of 
another.  Otherwise,  important  ground  will  be  unoccupied, 
cind  the  company  will  suffer  harm  from  the  impression  which 
men  get  that  it  is  doing  no  business. 

A  dead  agency  is  worse  than  none.  When  a  live  man 
subsequently  takes  hold  of  it,  he  finds  its  antecedents  a 
serious  obstacle.  He  had  a  thousand  times  rather  begin 
anew. 

The  moment,  then,  that  the  agent  becomes  satisfied  that 
he  cannot  successfully  fill  the  place,  he  should  signify  it 
to  the  Company. 


ENLARGING  THE  BUSINESS. 


K 


IDENING 


One's    Y 


lELD. 


PON  hearing  a  minister  complain  that 
his  "field  was  too  narrow,"  a  brother 
replied,  "  Then  why  don't  you  enlarge 
it?"    Better   advice    could   not   have 
been    had.     The    same  counsel  might 
with  profit  be  given    to    many    a    man 
occupying  a  Life  agency  which  he  deems 
"too  contracted."     On  that  same  field  some 
other  man  might  be  reaping  a  splendid  har- 
vest. 
It  is  all  a  mistake  (we  speak  as  a  general  rule) 
to  imagine  that  nothing  can  be  done  in  a  given 

place  because    there    are    "  too   many  companies 
4* 


82  ENLARGING  THE  BUSINESS. 

operating  there,"  or  "  the  people  are  pretty  much  all  as- 
sured," or  there  is  "too  little  money  in  circulation;"  or 
something  like  it.  In  one  sense,  the  more  companies  the 
better.  The  mind  of  the  community  will  likely  be  stirred 
up  to  the  matter  of  assurance,  which  is  an  important  con- 
sideration. 

The  more  people  know  of  this  subject  the  more  they  will 
like  it.  Life  Assurance  will  one  day  be  as  common  as  fire 
insurance  ;  and  y6u  may  just  as  well  think  of  exhausting  or 
overdoing  the  one  as  the  other.  We  had  rather  go  into  a 
community  where  there  are  a  dozen  companies,  than  where 
an  agent  had  never  been,  and  Life  Assurance  was  wholly  a 
new  thing.  In  fine,  no  matter  what  the  character  of  the 
field  is,  well  directed  effort  will  produce  satisfactory  results. 
It  is  not  so  much  the  field  as  the  man. 


2.     Striking  foi^  Large  Policies. 

MANY  agents  err  in  not  aiming  high  enough  when 
soliciting  policies.  It  is  usually  well  to  name  a  large 
sum,  even  if  it  be  rejected.  It  will  help  to  expand  one's 
ideas,  and  secure  him  for  a  respectable  amount. 

And  again,  it  is  a  great  mistake  to  pass  by  the  rich,  and 
be  always  working  at  men  with  small  means.     *'  Nothing 


ENLARGING   THE   BUSINESS.  83 

venture,  nothing  have."  Try  that  man  of  independent 
means.  Don't  be  afraid  !  If  you  secure  him,  it  will  make  up 
for  many  failures.  Remember  that  one  policy  of  ten 
thousand  dollars  is  worth  ten  policies  of  a  thousand  dollars. 
Besides  this,  it  gives  standing  to  your  company  to  iden- 
tify with  it  those  who  are  in  affluent  circumstances. 


3.   Depending  on  ..Machinery." 

IT  is  a  trite  remark  of  some  one,  that  "  the  best  way 
to  do  a  thing  is  to  do  it  !"  While  some  men  are  getting 
ready  to  work,  and  "  operating  "  their  machinery,  others 
will  step  in  and  accomplish  the  same  thing  without  any- 
body's knowing  it.  An  English  writer  says  :  "  there  are 
two  kinds  of  agents.  Some  of  them  mean  well,  yet  they 
think  they  must  have  a  very  large  amount  of  stationery,  and 
plates  on  their  doors,  and  boards  on  houses,  and  large  bills 
to  stick  about  the  town,  and  they  are  constantly  asking  for 
something  of  this  kind.  On  the  other  hand,  there  is 
another  class  of  agents  who  do  little  of  this  sort  of  thing. 
They  remind  us  very  much  of  the  owners  of  two  barges 
which  got  aground  near  London  Bridge.  One  of  them  got 
a  large  number  of  horses,  and  brought  all  their  strength  to 
bear  upon  one   of  the  barges,  and  tore   it  to  pieces  ;  the 


84  ENLARGING  THE  BUSINESS.  ' 

Other  watched  for  the  tide,  and  when  it  rose  seized  the 
opportunity,  and  took  it  safely,  with  sails  and  helm,  into 
harbor.  Now,  what  we  want  agents  to  do  is  to  seize  oppor- 
tunities, seek  for  them,  and  when  they  find  them,  not  to 
make  a  great  noise,  but  do  the  work  right  up."  While  one 
agent  may  be  puffing  his  office  in  every  newspaper  in  his 
neighborhood  from  year  to  year,  the  working  agent  is 
steadily  and  noiselessly  accumulating  a  large  business. 

4.    Editorial   Notices. 

AND  yet  we  would  by  no  means  despise  helps  and 
auxiliaries  in  getting  business.  One  of  these  is  local 
(and  if  possible  editoral)  notices  in  the  papers.  It  is  very 
rare  that  this  cannot  be  brought  about ;  if  not  directly,  then 
through  the  influence  of  other  parties.  One  good  editorial 
notice  is  worth  a  year's  advertisement  in  the  business  col- 
umns. By  all  means  induce  the  editor  to  take  a  policy,  if 
the  thing  is  possible,  so  that  he  can  say  "  We  are  assured 
in  this  Company." 

5.    Use  of    Office-Books,  etc. 

JUDICIOUS     distributions     of     these     is     desirable. 
If  the  Company  is    wholly    unknown  in    the    com- 
munity,   show-cards,   circulars,  office-books,  annual    state- 


ENLARGING  THE  BUSINESS.  85 

ments,  &c.,  may  be  freely  given  away.  In  many  cases, 
however,  in  getting  an  application,  no  reading  matter  will 
be  serviceable.  We  know  agents  who,  as  a  rule,  just  take 
the  tables  of  the  Company  in  their  hands  and  go  out  and 
get  business — very  rarely  using  any  other  printed  matter. 
But  where  one  will  "  think  about  it,"  it  is  wise  to  give  him 
something  to  read,  especially  if  it  explains  and  enforces  the 
assurance  of  life.  So  far  as  documents  of  any  kind  are  really 
effective,  they  are  a  cheap  investment.  And  they  should 
be  put  into  the  hands  of  those  already  assured,  as  well  as 
the  unassured.  This  will  increase  their  confidence,  and  in 
many  cases  they  will  show  them  to  their  friends. 


6.    Influence  of  the    M-Inistei^ 

LIFE  agents  should  cultivate  the  acquaintance  of  the 
clergy,  and  by  every  suitable  means  endeavor  to 
secure  their  influence.  In  most  cases  a  minister  will  give  a 
note  of  introduction,  or  a  general  letter  commendatory  of 
the  agent  and  his  Company.  Often,  too,  a  pastor  will  fur- 
nish a  list  of  the  members  of  his  parish  most  likely  to  assure. 
It  is  of  great  importance  to  effect  an  assurance  upon  the 
minister's  life.  Where  he  is  unable,  or  disinclined,  some 
one  of  his  parishioners  may  be  induced  to  take  up  the  mat- 


g6 


ENLARGING  THE  BUSINESS. 


ter  and  raise  the  premium,  and  make  a  present  to  the  pastot 
of  a  policy.     Suggest  this  to  some  one  of  the  members. 


7.     Sunday- School  Teachers. 

BECOMING  associated  with  the  Sunday-school  will 
not  only  extend  one's  usefulness  in  general,  but  en- 
hance his  success  as  an  agent.  It  gives  him  a  standing  in 
the  community,  introduces  him  to  young  men  of  enterprise 
and  growing  influence,  and  identifies  him  with  the  congre- 
gation and  its  leader. 


8.  Profiting  BY  Deaths  of  Assured. 

WHERE  a  life  falls  in  the  community  with  an 
assurance  upon  it,  especially  if  it  is  of  great  advant- 
age to  the  surviving  members  of  the  family,  particulars 
may  be  profitably  obtained,  and  the  circumstances  com- 
mented upon.  Perhaps  the  relatives  and  friends  may  be 
induced  to  assure. 


ENLARGING  THE  BUSINESS.  87 

9.     Same    of  the   Unassured. 

VERY  few  communities  do  not  furnish  examples 
where  a  life  policy  upon  the  deceased  parent  would 
have  been  a  God-send  to  the  afflicted  household.  It  is  not 
only  proper  to  refer  to  such  cases,  but  an  agent  is  derelict 
in  duty  if  he  does  not  interpret  and  apply  such  providences 
as  a  warning  against  the  neglect  of  Life  Assurance.  Sudden 
deaths  give  especial  point  to  such  appeals. 


10.     New     Attention  to    Canvass- 
ing. 

THE  memorandum  book  may  now  be  profitably  re- 
filled with  names  of  friends,  and  names  of  those 
whose  acquaintance  may  be  cultivated.  It  is  ever  to  be 
borne  in  mind,  that  personal  canvass  is  the  one  sure  clue 
to  a  growing  success.  All  other  means  put  together  will 
not  amount  to  so  much  as  the  single  matter  of  intelligent 
activity.  Indeed,  unless  backed  by  activity  they  are  of  no 
avail.  That  which  pays,  and  pays  with  compound  interest, 
is  the  direct  grapple  of  the  agent's  mind  upon  the  indi- 
vidual minds  of  the  community. 


88  ENLARGING  THE  BUSINESS. 

Write  this  down  as  an  axiom  :    *'  Assurance  will  not 

COME    INTO     MY     OFFICE  ;      I   MUST  GO  OUT  AND  INVITE  IT  IN  •, 
I  MUST,   I  WILL,  SOLICIT,  SOLICIT,  SOLICIT  !  " 


11.    The    Motive  of  Patronage. 

A   SHREWD  agent  will  make  every  business  relation 
tell  upon  his  assurance  business.  The  merchant,  the 

mechanic,  the  banker,  the  physician,  the  grocer,  the  tailor, 
the  printer,  may  reasonably  be  solicited  to  take  a  policy  on 
the  consideration  of  your  patronage.  If  approached  in  a 
delicate  way,  no  man  will  think  the  less  of  you  for  suggest- 
ing this.      It  is  a  fair  business  transaction. 


12.    Never  without    Blank    Appli- 
cations. 

THE  hunter  does  not  go  into  the  woods  and  fields 
without  ammunition.  Neither  should  the  Life  agent 
cross  the  threshold  of  his  office  without  being  in  a  condi- 
tion to  "  produce  the  documents,"  in  case  they  are  wanted. 
The   neglect   of  this   simple  precaution  has  lost  many  an 


ENLARGINC  THE  BUSINESS.  ^9 

agent  more  than  one  application.  While  going  for  the  gun 
the  game  fled  !  Be  always  ready  to  say,  "Well,  let  ua fix 
it  right  up  now  !      There's  no  time  like  the  present  !  " 


13.     Recommending    New     Agents. 

IT  is  expected  of  an  agent  to  keep  an  eye  out  for  stir- 
ring business-men,  adapted  to  a  Life  agency,  who  might 
like  to  change  their  occupation.  These  he  will  recommend 
to  the  Home  Office  for  appointment,  in  pase  they  are  wanted 
either  in  his  own  or  some  other  field.  If  he  meets  with 
agents  of  other  companies  who  desire  to  dissolve  their  pres- 
ent connection,  it  is  proper  to  mention  it ;  but  it  is  not  honor- 
able to  try  to  induce  them  to  change  companies. 


14.    Operating    through    <<  Bosses," 

ETC. 

IN  large  business  or  manufacturing  establishments,  it  is 
important  to  get  the  good-will  of  the  principal  head 
(and  assure  him  if  possible),  and  so  obtain  favorable  access 
to  those  in  his  employ.  Very  often,  also,  the  superintend- 
ent   or   foreman   of  a  concern  is  a  more  useful  friend  than 


90  ENLARGING  THE  BURTNESS. 

even  the  principal.  Or  one  of  the  clerks  or  common  work- 
men may,  by  proper  influences,  become  of  very  great  ad- 
vantage in  introducing  the  agent  to  his  associates  in  the 
shop  or  the  warehouse. 


1^.       pOLICITING   THE   ii    NTIMATE 


>5.  ^ 


r  RIEND. 


THIS  is  a  most  favorable  way  of  introducing  the  sub- 
ject of  assurance ;  and  the  fact  that  a  particular 
acquaintance  has  obtained  a  life  policy,  will  often  be  a  suffi- 
cient inducement  for  him  at  least  to  look  into  the  subject  of 
assurance.  At  the  same  time,  he  will  naturally  think  well 
of  the  company  to  which  his  friend  has  given  the  prefer- 
ence. When  practicable,  get  those  about  to  be  assured  to 
go  with  you  to  their  friends,  introducing  you,  and  com- 
mending to  them  Life  Assurance,  and  the  company  you 
represent.      This  has  great  weight. 

16.    Convincing    the    Wives. 

OFTENTIMES  women  are  less  favorable  to  Life  As- 
surance than  men.    Many  a  wife  absolutely  opposes 
the  husband's  getting  a  policy.      And   others  are  indifferent 


ENLARGING  THF  BUSINESS.  pi 

to  it,  and,  at  least,  do  not  press  the  matter  till  it  is  accom- 
plished. It  will  be  well  to  remind  such  wives  that  multi- 
tudes of  their  number  are  suffering  to-day  from  this  indif- 
ference, or  opposition,  or,  perhaps,  foolish  superstifion  y 
that  multitudes  will  be  sorry  for  it  but  once,  and  that  is, 
always.  At  the  same  time,  urge  the  tender  motive  of 
love  to  their  children. 


17.    Looking  after  the   Newly- 


JA 


ARRIED. 


WE  lately  heard  a  sensible  newly-married  husband 
say,  that  from  the  time  of  his  marriage  until  he 
placed  an  endowment  life-policy  of  $5,000  in  his  desk,  he 
had  not  drawn  a  free  breath.  He  felt  how  totally  desti- 
tute his  wife  would  be,  in  case  of  his  death ;  and  he  saw 
no  way  of  meeting  his  obligation  to  provide  for  her  support 
(which  he  had  solemnly  pledged  himself  to  do),  except  by 
means  of  Life  Assurance.  When  this  was  effected,  he  felt 
easy.  Using  such  an  example,  an  agent,  calling  on  the  new- 
ly-married, may  also  suggest  how  admirable  a  present  to  a 
bride  a  handsome  life-policy  would  be.  It  will  be  well  to 
precede  the  call  by  sending  documents,  showing  the  impera- 


92  ENLARGING  THE  BUSINESS. 

tive  duty  of  every  married  man  to  assure.  Make  the  ac- 
quaintance of  those  about  to  marry,  before  the  consumma- 
tion of  the  event ;  this  will  render  your  chance  a  better  one. 


18.     Making   Each     Assured    a 
:elpei\^ 


^] 


IF  he  be  wise  in  enlarging  his  business,  an  agent  will  be 
particular  to  enlist  in  his  interest,  so  far  as  he  can, 
erery  one  who  takes  a  policy.  In  some  cases,  a  slight  com- 
pensation may  ensure  effort  in  this  direction.  But  in  other 
cases  the  offer  of  this  would  have  a  contrary  effect.  Here 
is  room  for  wisdom  and  good  sense.  But  it  is  highly  de- 
sirable that  an  agent  have  numerous  infli^ences  around  him 
silently  operating  to  his  advantage. 


[9.     Applying   to  Those    Already 


/ 


SSURED. 


WITH  some  agents  it  is  enough  to  find  that  one  is  al- 
ready assured,  How  much  better  to  congratulate 
him,  and  ask,  "  Would  you  not  like  to  increase  the 
amount  ?"  and  if  for    life,  propose  an  endowment  policy. 


vidua] 


ARGUMENTS  IN  URGING  ASSUR^ 
ANCE. 


RECISELY  the  motive  to  be  urged  in 
a  given   case,  cannot,    of  course,  with 
certainty,    be    specified.      Each    agent 
must    choose  and  use   liis   own  special 
argument.      We  know  agents  who  very 
seldom  use  more   than  one,  e.  g.,  that 
of  an  inve.Htment.    Others  make  the  endow- 
ment feature  a  specialty.      A  wise   agent  will 
Boon   see   which  motive   is  most  effective,  and 
in  the   main   use    that.      Business  arguments  will, 
as   a   rule,  effect  far  more   than  sentimental   argu- 
ments.  The  argument  that  trlls  may,  in  many  indi- 
instances,  be  a  very  weak  one  in  itself,  but  if  it    an- 


Q4  ARGUMENTS  IN  URGING    ASSURANC:?. 

swers  the  purpose,  it  is  everything.  The  illustration  used 
may  be  homely,  but  if  it  effects  its  object  it  is  superior  to 
the  most  elegant  metaphor.  Confine  yourself  to  a  few 
strong  points,  and  always  present  them  in  words  so  clear 
that  any  one  can  understand  them. 

We  enumerate  a  variety  of  considerations,  all  of  which 
are  fair  and  legitimate  motives  in  urging  to  action. 

1.  Scripture    and    Duty. 

SCRIPTURE  declares,  "If  any  man  provide  not  for  his 
own,  especially  those  of  his  own  house,  he  hath  denied 
the  faith  and  is  worse  than  an  infidel."  And  this  provision 
obviously  should  be  made  to  extend  (as  it  may  by  Life  As- 
surance), beyond  the  possible  fall  of  the  parent's  own  life. 
It  is  not  enough  to  feed  his  household  daily  while  living. 
So  far  as  he  can  do  it,  he  is  bound  to  see  that  a  table  is 
spread  for  them  when  he  may  no  more  sit  beside  it.  Jnyl 
then  may  they  rnost  need  this  provision. 

2.  Immediate  Provision. 

PROVISION   for    one's  dependents  should,  obviously, 
be    immediate.        The   old-fashioned  slow  way   of 
''laving   up  something  for  a  rainy  day,"  has  proved   itself 


ARGUMENTS  IN    URGING    ASSURANCE.  gc. 

(alas,  too  often),  wholly  defective.  Death  does  not  wait 
for  these  slow  accumulations.  Not  one  in  ten  thousand, 
in  the  old  way,  lays  by  a  competence  for  his  family. 


3.      It     is     -pOUND      -plERE. 

LIFE  assurance  i.s  an  immediate  provision.  It  secures 
a  fortune  instantly.  The  moment  a  policy  is  made 
out  and  executed,  that  moment  the  family  is  secure  against 
the  worst  of  ills.  You  may  die  the  next  hour,  but  a  fund 
beyond  all  question  will  come  to  their  relief. 


4.     The    Only     Method   Known. 

/\  SSURANCE  of  life  is  the  ow/y  immediate  provision. 
-*-  -^  In  this  respect  it  stands  alone.  Prof.  E.  Wright, 
of  Massachusetts,  truly  remarks  that  "Life  Assurance 
possesses  exclusively  the  power  of  creating  at  once  an 
adequate  provision  against  the  destitution  of  dependents  in 
case  of  death."  Therefore,  }io  other  mode  of  accumula- 
\    Hon  is  equal  to  this. 


9^  ARGUMENTS  IN  URGING    ASSURANCE. 

5.    Uncertainty    of    Life. 

THE  risk  from  the  uncertainty  of  life  may  be  urged. 
Refer  to  examples,  and  to  the  statistics  of 
sudden  deaths.  Urge  that  one  knows  this — must  admit  it ; 
and  should  act  on  it.  Put  the  case  thus  :  "The  chance  oi 
your  dying  within  the  year  is  two  per  cent.,  while  the  chance 
that  your  dwelling  will  burn  within  the  year  is  less  than  a 
quarter  of  one  per  cent.    There  are,  therefore,  eight  chanchs 

THAT  YOU  WILL  DIE   WITHIN  A  WEEK   tO   ONE  THAT  YOUR  HOUSE 

WILL  BURN  within  the  same  time  ;  yet  you  will  hasten  on  the 
wings  of  the  wind  to  insure  the  latter,  and  fold  your  arms 
with  perfect  indifference  to  the  former  !" 


6.      Possibility    of     ISickness. 

MENTION  the  possibility  of  sickness,  making  it  im- 
possible to  get  a  policy.  Specify  cases.  Urge  im- 
mediate action  lest  it  be  lamented  when  it  is  too  late. 
"  When  the  cold  shiver  runs  through  the  frame,  and  the 
fevered  tongue,  and  the  short  cough  appear,  it  is  too  late 
lO  rush  to  the  assurance  office  and  offer  yourself  for  exam- 
ination !  " 


A 


ARGUMENTS  IN   URGING    ASSURANCE.  97 

7.    Family     Affection^ 

FFECTION  to  one's  family  is  a  strong  motive.  Find 
out  particulars  as  to  the  wife,  or  children,  and  appeal 
to  the  wish  to  please  them  and  do  them  good.  You  may  often 
appeal  en  the  ground  of  love  for  a  dear  child.  The  father's 
heart  is  tender,  though  the  iman  be  made  of  stone.  The  ap- 
peal may  run  thus : 

"Would  you  not  at  this  moment  make  sure  a  patrimony 
to  your  wife,  or  child,  if  you  could  ?  The  instrument  is 
within  your  reach  !     It  is  a  Life-Policy  !  " 


8.     A     Social.    Obligation. 

IT  is  a  political  and  social  duty  to  assure.  Refer  to  its 
influence  upon  social  life ;  the  solidity  it  imparts 
to  all  institutions  ;  and  the  protection  it  affords  to  in- 
dustry and  labor.  Besides  this,  no  person  has  a  right  to  ex- 
pose his  family  to  the  necessity  of  public  support.  It  is  a 
wrong  to  the  public.  By  this  means,  too,  one  can  be  in 
a  condition  to  have  his  debts  paid,  which  he  is  solemnly 

bound  to  do. 
5 


gS  ARGUMENTS  IN    URGING    ASSURANCE. 

9.     Its    Beneficence. 

HERE  is  a  way  to  do  good.  Allude  to  the  relief  it 
pours  so  abundantly  upon  the  bereaved  and  sufFering, 
and  to  the  countless  benefits  it  scatters  along  the  pathway  of 
human  life.  Show  that  by  this  means  pauperism  and  its  fre- 
quent consequence,  crime,  are  greatly  lessened ;  and  that 
genteel  pauperism  (the  most  cruel  form  in  which  the  evil 
appears),  can  be  entirely  removed. 


10.      A     Means    of    jSelf- Protec- 
tion. 

LIFE  Assurance  has  two  features : — beneficence  and 
self-protection.  As  to  the  latter,  it  is  found  in  an 
endowment  policy :  by  which  one  secures  a  certain  sum  to 
be  paid  to  himself  at  a  given  age,  if  he  live  to  that  age,  or 
if  he  die  earlier,  to  be  paid  when  he  dies,  to  his  heirs.  In 
this  v/ay  provision  is  made  for  a  time  when  one's  energies 
fail,  and  he  may  need  money  rather  than  be  called  upon  to 
pay  it  out,  as  on  a  life-policy.  Said  an  old  merchant 
who  failed  in  1861  :    "Had  I  taken  an  endowment  policy 


ARGUMENTS   IN    URGING    ASSURANCE.  QQ 

thirty  years  ago  I  should  not  have  felt  the  premiums  from 
year  to  year,  and  I  should  have  saved  something  to  support 
me  in  my  old  age,  which  I  coald  do  in  no  other  way." 

Urge  that  hundreds  of  our  best  business  men  are  now 
practically  showing  their  appreciation  of  this  form  of  life  as- 
surance. 


11.     Variety    of    Uses. 

THE  uses  and  advantages  of  a  life-policy  may  be  pre- 
sented as  a  motive.  The  case  may  be  put  thus : 
"  How  convenient  for  an  honest  young  man,  for  instance, 
to  turn  over  a  life-policy  as  security  for  money  which  he 
loans,  and  which  he  is  sure  to  pay  back  if  he  lives.  Cred- 
itors can  assure  the  lives  of  their  debtors,  as  a  security  foi 
their  clairrfs.  A  man  with  incumbrances  upon  his  property 
may  assure  to  the  amount  of  them,  to  secure  their  ready 
payment  at  the  expiration  of  his  term  policy,  or  at  his  de- 
cease. A  young  man  may  raise  money  to  complete  his  ed- 
ucation, or  to  buy  a  stock  of  goods,  or  tools,  or  a  farm,  by 
assuring  his  life  and  assigning  the  policy  as  contingent  secu- 
rity :"  and  the  like. 


lOO  ARGUMENTS    IN    URGING    ASSURANCE. 

12.     A:    Good    Investment. 

"V  T"ERY  few  investments  are  as  profitable  as  this.  Show 
'  that  many  wealthy  men  are  going  into  Life  Assurance 
merely  because  it  is  a  good  operation  They  say,  "  It  is  the 
best  investment  we  can  make :  for  in  fact  it  combines 
the  advantages  of  a  Life  Assurance,  a  Savings'  Bank,  and  a 
safe  Investment."  Some  of  them  are  carrying  policies  for 
$25,000,  $50,000,  $100,000;  and  one  man  is  known 
to  be  assured  to  the  amount  of  $250,000.  These 
are  among  our  shrewdest  business-men.  Show,  also,  how 
many  a  valuable  business  has  been  sacrificed  by  the  inability 
of  a  widow  to  wait  until  a  fair  price  could  be  obtained, 
owing  to  ready  money  being  required.  If  a  merchant,  show 
how  valuable  a  policy  becomes  at  a  time  of  pressure  as  col- 
lateral security.  And  how,  in  a  long  lifetime,  it  becomes 
an  investment  paying  a  reasonable  percentage  for  capital. 
And,  also,  how  he  can  provide  for  his  old  age  and  for 
his  family  at  the  same  time,  by  taking  an  endowment  poli- 
cy. If  he  is  a  member  of  a  firm,  point  out  the  value  of  a 
provision  paid  from  the  business  funds  on  the  first  of  two 
or  three  lives,  thus  securing  a  safe  portion  for  the  widow 
of  the  first  deceased  partner  without  crippling  the  con- 
cern for  those  who  shall  be  the  survivors. 


ARGUMENTS    IN    URGING    ASSURANCE.  lOl 

13.    Increases    Credit. 

IT  increases  one's  credit  and  adds  to  his  business  reputa- 
tion. Reputation  is  money;  and  it  is  a  mark  of  fore- 
sight, large-mindedness,  and  economy  to  assure.  A  mer- 
chant once  advertised  for  a  clerk.  Out  of  two  hundred  ap- 
plicants for  the  place,  he  was  influenced  in  favor  of  a  par- 
ticular one  by  the  young  man's  statement  that  he  had  kept 
a  life-policy  in  force  for  live  years. 


14.    Personal     Advantage. 

SHOW  that  it  develops  the  amiable  and  generous  traits 
of  character;  accustoms  a  man  to  think  for  others; 
induces  habits  of  industry,  economy,  and  accumulation  ; 
and,  by  relieving  the  mind  from  anxiety  and  over-exertion, 
promotes  health  and  longevity.  And  then,  what  a  comfort 
in  "the  last  of  earth."  How  soothing  and  sustaining  the 
reflection  that  an  ample  life-policy  will  insure  the  bereaved 
family  against  want.  Well  has  a  high  authority  remarked, 
that,  if  we  gauge  the  suffering  of  one  manly  heart,  for  that 
single  hour  when  the  films  of  death  are  curtaining  his  loved 
ones  out  of  sight  unprovided  for,  and  remember  how  manv 


102  ARGUMENTS    IN    URGING    ASSURANCE. 

such  agonies  Life  x'\ssurance  has  prevented,  putting  happy 
and  hopeful  farewells  in  their  stead,  after  prolonging  life, 
perhaps,  by  lightening  care,  we  shall  be  ready  to  justify  the 
companies  in  any  necessary  expense. 

13.    Joy    to    the    Household. 

EXPLAIN  how  the  whole  family  feels  the  sweet  influence 
of  Life  Assurance.  The  daughter  will  not  have  to  be 
kept  from  school  to  sew  for  a  living.  The  son  can  get  an 
education,  or  be  set  up  in  business.  And  even  the  group  of 
little  ones  are  more  blithesome  because  papa  has  had  re- 
course to  the  philosopher's  stone  that  creates  a  capital  in  an 
instant.  The  wife  rejoices  in  the  calm  reflection  that  God 
has  opened  to  her  and  the  children  an  effectual  door  of  re- 
lief in  case  their  natural  protector  and  support  is  snatched 
away.  And  the  husband  feels  that  a  load  is  off  his  mind. 
He  is  a  new  man.  He  has  done  his  duty  and  has  a  right  to 
trust  God  and  be  at  peace. 

16.     A    Dictate    of    Pi\udence. 

SIMPLE  prudence  demands  it.       Doubtless  one  reason 
why  mortality  is  regulated  by  a  law,  is,  that  we  might 
provide  against  some  of  the   worst  calamities  attending  it. 


ARGUMENTS     IN    URGING    ASSURANCE.  IO3 

It  is  simply  wicked  to  disregard  such  provisions ;  just  as  if 
sewerage,  disinfective  agencies,  vaccination,  lightning-rods, 
&c.,  were  not  used  to  prevent  fevers,  cholera,  small-pox 
and  destruction  by  lightning.  It  were  neglecting  a  providen- 
tial means  of  security.  So  here.  And  the  time  is  sure  to 
come,  if  it  is  not  here  already,  when  a  man  will  be  deemed 
just  as  imprudent  to  leave  his  life  unassured  as  to  neglect  in- 
suring his  property.  And  just  as  severe  censure  will  be  vis- 
ited in  either  case. 


17.   Final     Appeal. 

WHEN  you  have  convinced  the  judgment,  gather  up 
all  your  powers  to  move  the  will.  Grapple  on  to 
the  man.  Throw  your  soul  into  his  soul,  your  will  into  his 
will.  Kindly,  but  firmly,  make,  him  answer  to  his  own  con- 
science such  questions  as  these  : 

"  Have  I  done  my  duty  to  my  family  ?    Have  I  done  it 

to  the  FULL  EXTENT  OF  MY  PRESENT  ABILITY  ?    If  I  WCrC  tO  die 

to-night,  would  those  who  are  dear  to  me  be  safe  from  the 
pangs  of  want  ?  Would  my  children  have  a  comfortable 
home  and  means  of  education  ?  Would  my  wife  be  inde- 
pendent of  the  cold  charities  of  the  world  ?  Would  my 
estate  pay  my  debts  and  leave  a  competency  to  my  family? 


104  ARGUMENTS    IN    URGING    ASSURANCE. 

If  not,  must  I  not  obtain  a  life-policy  before  I  sleep,  and  so 
substitute  the  certainty  of  a  snug  patrimony  for  the  un- 
certainty of  the  continuance  of  my  life?" 

1^^  If  you  assure  one  out  of  ten  of  those  thus  urged, 
you  will  do  well,  and  have  no  reason  to  be  discouraged ; 
and,  as  to  the  remaining  nine,  you  may  have  started  in  their 
minds  new  ideas  on  the  subject,  and  some  of  them  may 
eventual!)'  give  you  their  applications.  Therefore  do  not 
be  disheartened  by  lack  of  immediate  success. 


HOW  TO  MEET  OBJECTIONS. 


F    an  objection  is  not  started,  do    not 

make  reference  to  it.    Never  anticipate 

difficulties    by    bringing  tfiem  forward 

yourself;    but  be  ready  at  every  point 

fairly  to  meet  them  when  presented    We 

can  only  hint  how  this  may  be  done,  in 

a  number  of  cases. 

1.    Indebtedness. 

WHEN  indebtedness  is  urged  as  an  objec- 
tion, show  its  fallacy,  e.  g.,  thus  :    "  If  you 
die  with  debts  unpaid,  where  will  your  family  be  ? 

s* 


106  HOW    TO    MEET    OBJECTIONS. 

If  ycu  assure  and  die,  your  creditors  may  be  paid  at  once. 
Did  you  ever  hear  the  assignee  of  a  bankrupt  blame  him 
for  spending  money  for  a  Life  Assurance  Policy?  Never" 


2.    W^-LiL    Off. 


IF  one  says  he  is  well  off,  show  that  the  rich  often  become 
poor.  Mention  cases  that  the  man  has  known.  Also 
urge  that  at  his  death  the  family  would  need  cash  in  hand. 
Thus  :  "  It  might  take  twelve,  eighteen,  or  twenty-four 
months  for  your  executors  to  settle  up  your  estate.  Were 
you  to  die  now,  would  they  have  enough  ready  cash  left 
them  to  live  in  the  style  they  now  live  in,  and  meet  the  ex- 
tra expenses  incident  to  your  decease  ?  You  think  not. 
Then  procure  a  generous  Ijfe-policy,  which  would  be  imme- 
diately convertible  into  money," 

5.    JR.ELIGIOUS     Scruples. 

SOMETIMES  religious  scruples  exist.  Show  that  reli- 
gion does  not  forbid,  but  enjoins,  prudence.  Allude 
to  the  practice  of^Ve  insurance.  Or,  put  the  case  thus: 
"  Who  is  most  likely  to  worry  about  the  fate  of  his  wife 
and  children — a  man  with  a  ^QVf  thousands  of  dollars  laid  up 
for  them,  or  one  who  has  made  no  provision  for  them  ?" 


HOW    TO    MEET    OBJECTIONS.  IO7 

Rev.  Dr.  Cumming,  of  London,  says:  "The  assurance 
of  life  is  one  of  the  most  christian  things  that  I  know ;  for 
what  is  it  ?  It  is  taking  the  load  that  would  crush  one  fam- 
ily, and  spreading  it  over  twenty  thousand  families ;  so  that 
a  mere  drop  lights  upon  each,  instead  of  the  overwhelming 
torrent- falling  upon  one.  It  seems  to  me  a  beautiful  illus- 
tration of  bearing  one  another's  burdens.  And,  therefore, 
let  every  young  man  entering  upon  life,  every  head  of  a  fam- 
ily, whether  high  or  low,  set  his  house  in  order  so  5a»  m  to 
assure  his  life." 


4.    Fears    as    to    Safety. 

WHERE  doubt  exists  as  to  the  safety  of  Assurance, 
show  that  Life  companies  have  stood  secure ;  that 
they  cannot,  if  properly  managed,  fail;  and  that  such  com- 
panies thrive  even  upon  the  ruins  of  other  financial  concerns: 
rcr,  by  the  mishaps  of  others,  money  is  increased  in  value, 
and  it  is  in  money  that  these  institutions  deal. 

Add,  also,  that  in  times  of  convulsions  men  rush  into 
Life  Assurance,  thereby  increasing  the  business  of  such  in- 
stitutions, and  making  it  profitable.    (See,  also,  page  24. ) 


108  HOW    TO    MEET    OBJECTIONS. 


5.     EXPENSIYENESS. 


IF  its  expensiveness  is  talked  of,  show  that  it  is  not  an  ex- 
pense, but  an  accumulation.  It  is  neither  more  nor  less 
than  an  absolutely  sure  investment  of  whatever  you  can,  by 
a  well-considered  economy,  spare,  in  order  to  procure,  upon 
the  best  terms,  a  sufficiency  to  support  your  family,  or 
your  own  old  age  when  it  has  grown  helpless.  But  at  any 
rate  how  little  does  it  cost  !  Ten  cents  a  day  amounts  in 
one  year  to  thirty-six  dollars  and  fifty  cents.  This  sum 
would  secure  a  life-policy  for  a  man  aged  twenty-three  in 
the  sum  of  $2,000  ;  and  if  he  should  live  to  a  good  age  the 
amount  to  be  paid  yearly,  if  anything,  would  be  very  small, 
or  the  amount  and  value  of  the  policy  would  be  largely  in- 
creased. And  add,  "  Will  you  not  use  up  your  income 
anyhow?  so  that  what  you  put  in  here  is  so  much  gained." 

6.     Making     Money   Fast. 

WHEN  one  urges  that  he  is  vigorous  and  making 
money,  insist  that  from  the  superfluity  of  the  pres- 
ent  he  should  provide  for  the  possible  imbecility  and  scarcity 
of  the  future  ;  as  Joseph  directed  Pharaoh  to  lay  up  from 
the  seven  vears  of  plentv  aeainst  the  seven  years  of  famine. 


HOW    TO    MEET   OBJECTIONS.  1 O9 

7.     Assuring    One's     Self. 

IF  one  says,  "  I  can  assure  myself  by  taking  the  risk  as 
cheaply  as  a  company  can  do  it  for  me,"  show  that  his 
may  not  be  an  average  life  as  to  duration ;  that  the  rate  of 
mortality  is  only  certain  with  respect  to  a  large  number  of 
persons. 

8.    The     Sayings    Bank. 

WHEN  the  objection  is  that  it  is  better  to  deposit 
small  moneys  in  the  savings  bank,  mpet  it  thus : 
Even  if  you  live,  it  were  better  to  put  them  into  a  Life- 
Policy.  Suppose  a  person  to  deposit  $1,000  with  a  Mutual 
Life  Assurance  Company  on  the  accumulative  principle 
(that  is,  to  purchase  a  fixed  policy  payable  at  death),  and 
$1,000  with  a  good  and  reponsible  Savings  Bank.  Mark 
the  result  running  through  the  twenty-five  intervening  years 
of  a  person's  life,  from  25  to  50,  as  shown  in  this  Table  : 

HIS  HEIRS  WILL  RECEIVE  FROM 

If  he  die  at 
the  age  of  The  Savings  Bank ,  The  Assurance  Compatiy, 

30   .       .       .      $1,280   ....      $3,425 

35      •     •  ^'639     .     .     .  3,665 

40  .     .     .  2,097  .     .     .     .  3,885 

45     .     .  2,685      .     .     .  4,087 

50  .     .     .  3,437  ....  5,273 


1  lO  HOW    TO    MEET    OBJECTIONS. 

If,  then,  with  equal  security  to  the  depositor.  Life 
Assurance  on  the  Accumulative  principle  pays  a  much 
larger  sum  to  the  family  than  would  be  paid  by  the  ac- 
cumulations of  a  Savings  Bank,  ought  not  this  mode  of  in- 
vestment to  be  preferred  ? 


9.    Using    -Funds    in    Business. 

DOES  the  objector  assume  that  he  can  better  use  his 
money  in  his  business  ?  Put  the  case  thus  :  "  Sup- 
pose your  profits  to  be  twenty-five  per  cent.,  or  even  double 
that :  —  no  matter  what  your  prosperity.  Here  is  a  trifling 
periodical  payment  which  covers  an  enormous  risk.  It  cov- 
ers the  risk  of  your  dying  in  the  interim.  Can  your  business 
do  this,  or  anything  approaching  it  ?  Suppose,  to  take  the 
strongest  case,  you  put  $50  in  your  business,  and  at  the 
year's  end  it  is  likely  to  become  $250.  Yet,  even  then  you 
had  better  put  your  fifty  dollars  in  an  Assurance  company; 
for,  should  you  die  before  the  year's  end,  you  would  there- 
by have  secured  $2,000  for  your  family.  If  you  live,  so 
much  the  better;  thank  God,  and  go  on  again,  not  for-* 
getting  to  pay  another  premium  in  due  time,  lest  during 
another  vear  vou  should  not  be  so  fortunate." 


HOW    TO    MEET    OBJECTIONS.  Ill 

10.    No    Family    Ties. 

ALTHOUGH  one  has  no  family,  and  may  not  have 
one,  show  that  money  may  be  needed  in  advanced 
age,  and  so  explain  an  endowment  or  an  annuity  policy. 
Also,  that  some  relative  may  be  benefited  by  a  policy  ;  or 
that  in  this  way  he  might  like  to  will  something  to  a  be- 
nevolent or  educational  institution. 


11.    Inability   to    Continue. 

A  \  /^HERE  one  fears  he  cannot  continue  payments,  and 
"  *  so  may  lose  all  that  is  put  in,  reply,  "  Have  you 
not  had  the  value  of  your  money  in  the  risk,  as  in  a  fire-pol- 
icy?" And  better,  "Non-forfeiture  prevents  the  possibility 
of  losing  what  is  put  in:"  (and  so  explain  this  beautiful  ar- 
rangement.) 


12.    Some    Othei^  Time. 

A  \  yTHEN  one  says,  "  I  will  think  of  it,"  it  is  well  to  re- 

^    »      mind  him  that  procrastination  is  not  only  "the  thief 

of  time,"   but  the  murderer  of  opportunity:  that  many  a 

family  is  doomed  to  want  from  a  similar  delay  of  but  a  day 


112  HOW    TO    MEET    OBJECTIONS. 

or  an  hour  ;  (refer  to  examples  in  American  Manual  of 
Life  Assurance:)  that  a  man  was  lately  found  dead  with 
a  blank  application  in  his  pocket,  which  he  intended  to 
fill  out  "  to-morrow :  "  that  this  is  a  matter  of  the 
first  importance,  and  one  usually  attends  to  important 
things ^rs/ :  that  he  would  not  leave  his  house,  store,  barn, 
or  shop  uninsured  a  day  ;  and,  finally,  that  to-morrow  he 
may  not  be  assurable,  from  possible  indisposition,  accident, 
or  death.     Therefore, 

'*  Shun  delays ;  they  breed  remorse  j 
Take  thy  time  while  time  is  lent  thee. 
Creeping  snails  have  weakest  force ; 
Fly  their  fault,  lest  thou  repent  thee. 
Good  is  best  when  soonest  wrought. 
Lingering  labors  come  to  nought." 

[IJ^"  For  answers  to  other  objections  (and  these  more 
fvilly),see  American  Manual  of  Life  Assurance. 

il^^  If  one  will  not  be  persuaded  to  assure,  try  to  find 
where  the  sticking -point  is,  and  remove  the  difficulty  by 
arguing  the  case  out  clearly ;  then,  urge  to  immediate  ac- 
tion. 


^ 


CONVENIENT    TABLES. 


SIMPLE    INTEREST    TABLE, 

ihowing  the  Interest  at  7  per  cent.,  for  one  year,  payable  in  advance,  on  any  Sum 
from  One  Dollar  to  One  Hundred  Dollars. 


Dol. 

Int. 

Dol. 

Int. 

1 

Dol. 

Int; 

1 

Dol. 

Int. 

Dol. 

Int. 

$1 

$.07 

$41 

$i.j8 

$4. 

$4.69  i 

$61 

$4.<» 

$81 

$5.31 

% 

.13 

44 

1-44  i 

44 

4.7s  1 

64 

4.06 

84 

5.37 

i 

.40 

4} 

LSI  1 

43 

4.82  1 

63 

4.13 

83 

S.44 

4 

.46 

44 

1-57  i 

44 

4.88  i 

64 

4.19 

84 

S.50 

S 

•JJ 

2S 

1.64! 

45 

4.9s  i 

6S 

4.26 

8S 

5.57 

6 

•'? 

46 

1.70 

46 

3.01  1 

66 

4.34 

86 

5.63 

7 

.46 

47 

1.77  : 

47 

3.08 

67 

4.39 

87 

5.70 

8 

.54 

48 

1.83  i 

48 

3.14 

68 

4-4S 

88 

S.76 

9 

.49 

49 

1.90 

49 

3.41 

69 

4.52 

89 

S.8J 

10 

.65 

JO 

1.97 

SO 

3.28 

70 

4.S9 

90 

5.90 

II 

.74 

3» 

4.0J 

SI 

3-34 

71 

4.6s 

91 

S.96 

12 

■P 

34 

4.10 

S4 

3.41 

72 

4.71 

94 

6.03 

IJ 

.85 

33 

4.16 

S3 

3.47 

73 

4.79 

93 

6.09 

14 

.94 

34 

4.4J 

S4 

3.S4 

74 

4.8s 

1   94 

6.16 

IS 

.98 

3S 

4.49 

Si 

3.60  j 

7S 

4.91 

95 

6.44 

16 

I. OS 

36 

4.}6 

S6 

3.67  I 

76 

4.98 

96 

6.29 

17 

I. II 

37 

4.44 

S7 

3.73  i 

77 

S.04 

97 

6.35 

18 

1. 18 

38 

4.49 

$8 

3.80 

78 

5. II 

98 

6.42 

«9 

1.44 

39 

4.SS 

S9 

3.86 

79 

S.17 

99 

6.48 

to 

I.JJ 

40 

2.62 

60 

3.93 

80 

S.44 

100 

6.56 

COMPOUND  INTEREST  TABLES— (over. ) 

Table  I  on  the  following  pages  shows  the  result  of  Compound  Interest  on  the  De- 
jjosit  of  One  Dollar,  for  any  number  of  years  not  exceding  100,  at  various  rates. 
Table  II  shows  the  result  of  compounding  an  annual  fayment  of  One  Dollar  at  the 
beginning  of  each  year,  for  a  term  of  years  not  exceeding  100.  By  the  use  of  this 
Table  one  can  ascertain  what  a  given  annual  premium  paid  for  any  number  of  suc- 
cessive years  will  amount  to  at  say  six  per  cent.  Multiply  the  annual  pijemium  by 
the  sum  opposite  the  number  of  years,  under  6  per  cent.,  in  Table  1 1  ;  this  will  give 
the  desired  result.  The  same  rule  applies  in  relation  to  Endowment  Premiums.  To 
ascertain  what  rate  of  interest  has  been  realized  by  the  payment  in  full  of  an  annual 
premium  for  a  term  of  years,  divide  the  total  amount  of  Policy  with  additions  by  the 
annual  premium.  Then  find,  in  Table  II,  the  number  corresponding  nearest  to  the 
quotient,  in  the  line  opposite  the  number  of  years  the  premiums  have  been  paid. 
The  rate  of  interest  at  the  head  of  the  column  containing  such  number  will  express 
approximately  the  rate  realized  on  the  investment.  By  the  combined  use  of  Tables 
I  and  II,  Results  of  Five,  Ten,  or  Fifteen  Payment  Policies  may  be  calculated  for 
any  term  of  years. 


1.     COMPOUND  INTEREST. 


showing  the  Amount  of  $i  improved  at  Compound  Interest,  for  any  number  of  yeart 
not  exceeding  loo. 


Years. 

1 

!  4perCt. 

4)4  per  Ct. 

5  p«  Ct. 

6  per  Gt. 

TperCt. 

8  per  Ct 

I 

1.040000 

1.045000 

1.050000 

1.060000 

1.070000 

1.080000 

z 

!   I. 081600 

1.092025 

1.102500 

1.12360b 

1.144900 

1.166400 

i 

I. 124864 

1.141166 

1.15762s 

1.191016 

1.225043 

1.259712 

4 

1.169859 

1.192519 

I. 215506 

1.262477 

1.310796 

I . 360489 

5 

!  I. 216653 

1.246182 

I . 276282 

1.338226 

1.402552 

1.469328 

6 

!   I. 265319 

1 . 302260 

1 .  340096 

1.418519 

1.500730 

I . 586874 

7 

1.31593a 

2.360862 

1.40710Q 

'  1 • 503630 

1.605781 

1.713824 

8 

I . 368569 

I. 422 101 

1 ■477455 

1.593848 

1.718186 

1.850930 

9 

I. 423312 

1.486095 

I-55132S 

1 . 609479 

I -838459 

1.999005 

lO 

1.480244 

i.  552969 

1.628895 

1.790843 

1.967151 

2.158925 

II 

1-539454 

1.621853 

1.710339 

1.898299 

2.104852 

2.331639 

12 

I. 601032 

1.695S81 

1.795856 

2.012196 

2.252192 

2.518170 

13 

1.665074 

1.772196 

1.885649 

2.132928 

2.409845 

2.71024 

14 

I. 73 1676 

1.851945 

1.979932 

2.260904 

2.578534 

2.937194 

IS 

1.800944 

1.935282 

2.078928 

2.396558 

2.759032 

3.172169 

i6 

I. 87298 I 

2.022370 

2.182875 

2.540352 

2.952164 

3.425943 

17 

I. 947901 

2.113377 

2.292018 

2.692773 

3.158815 

3.700018 

IS 

2.025817 

2.208479 

2.406619 

2.854339 

3-379932 

3.996020 

19 

2.106849 

2.307860 

2.526950 

3.025600 

3.616528 

4.315701 

20 

2.191123 

2.411714 

2.653298 

3.207135 

3.869684 

4.66U957 

21 

2.278768 

2.520241 

2.785963 

3.399564 

4.140562 

5. 033834 

22 

2.369919 

2.633652 

2.925261 

3-603537 

4-430402 

5.436540 

ij 

2.464716 

2.752166 

3-071524 

3.819750 

4 -7405 JO 

5.871464 

i4 

2.563303 

2.876014 

3-2I5100 

4  048935 

5-072367 

6.341181 

15 

2.665836 

3.005434 

5-386355 

4.201871 

5 -42743 3 

6.848475 

26 

2.772470 

3.140679 

3-555673 

4-549483 

5.807353 

7.396353 

27 

2.883369 

3 . 282010 

3-733456 

4.822346 

6.213868 

7.988061 

28 

2.998703 

3.429700 

3.920129 

5.1116S7 

6.648838 

8.627106 

29 

3. I 18651 

3.584036 

4.116136 

5.418388 

7.114257 

9-317275 

30 

3.243398 

3-745318 

4.321942 

5  743491 

7.612255 

10.062657 

31 

3.373133 

3-913857 

4.538039 

6.088101 

8.145113 

10.867669 

32 

3.508059 

4.089981 

4.764941 

6.453387 

8.715271 

11-737083 

33 

3.648381 

4.274030 

5.003189 

6.840590 

9.325340 

12.676050 

34 

3.794316 

4.466362 

5-253348 

7  251025 

9.978114 

13.690134 

3S 

3.946089 

4.667348 

5.516015 

7.6860S7 

10.676581 

14-785344 

36 

4.103933 

4.877378 

S.791S16 

8.147252 

11.423942 

15.968172 

37 

4.268090 

5.096860 

6.081407 

8-636087 

12.223618 

17.245626 

38 

4.438813 

5.326219 

6.385477 

9.154252 

13.079271 

18.625276 

39 

4.616366 

5.565899 

6-704751 

9.703507 

13.994820 

20.115298 

40 

4.801021 

5.816365 

7.039989 

10.285718 

14.974458 

21.724522 

41 

4.993061 

6.07S101 

7.391988 

10.902861 

16.022670 

23.462483 

42 

5.192784 

6.351615 

7.7615S8 

11.557033 

17.144257 

25.339482 

43 

5.400495 

6.637438 

8.149667 

12.250455 

18.344355 

27.366640 

44 

5.616515 

6.936123 

8.557150 

12.985482 

19.628460 

29.555972 

45 

5.841176 

7.248248 

8.98500S 

1 3 . 76461 1 

21.002452 

31.920449 

46 

6.074823 

7.574420 

9.434258 

14.590487 

22.472623 

34.474085 

47 

6.317816 

7.915268 

9.905971 

15.465917 

24.045707 

37.232012 

48 

6.570528 

8.271456 

10.401270 

16. 393872 

25.728907 

40.210573 

49 

6.833349 

8.643671 

10.921333 

17.377504 

27  529930 

43.427419 

SO 

7.106683 

9.032636 

11.467400 

18.420154 

29.457025 

46.901613 

COMPOUND   INTEREST,   I.— (Continued.) 

Showing  the  Amount  of  $i  improved  at  Compound  Interest,  for  any  number  of  years  not  ex- 

ceeding  loo. 


Years. 

4  per  Ct. 

4^  per  Ct. 

5perCt. 

6  per  Ct. 

7  per  Ct. 

8  per  Ct. 

5« 

7.390951 

9.439105 

12.040770 

19.525364 

31.519017 

50.655742 

S* 

7.686589 

9.863865 

12.642808 

20.696885 

33.715348 

54.706041 

53 

7.994052 

10.307739 

13-174949 

21.938698 

36.086122 

59.082524 

54 

8.JIJ8I4 

10.771587 

13.938695 

23.255020 

38.612151 

65.809126 

55 

8.646367 

11.256308 

14.635631 

24.650322 

41.315001 

68.915856 

56 

8.992222 

11.762842 

15.367411 

26.129341 

44.107051 

74.426965 

57 

9.351910 

12.292170 

16.135783 

27.697101 

47,301545 

80.581122 

58 

9.725987 

12.845318 

16.942571 

29.358927 

50.612655 

86. 81161a 

59 

I0.115026 

13.4*3357 

17.789701 

31.120463 

54.155539 

95.756540 

6o 

10.519627 

14.027408 

18.679186 

32.987691 

57.946427 

101.257064 

6i 

10.940413 

14.658641 

19.613145 

34.966952 

62.002677 

109.357629 

6i 

11.378029 

15.318280 

20.593802 

37.064969 

66.342861 

118. 106239 

^5 

11.83J150 

16.007603 

21.623493 

39.288868 

70-986865 

117.554738 

64 

12.306476 

16.727945 

22.704667 

41-646200 

75.955945 

137.759117 

65 

12.798735 

17.480702 

23-839901 

44.144972 

81.272861 

148.779847 

66 

13.310685 

18.267334 

25.031896 

46.793670 

86.961962 

160.682254 

67 

13.843112 

19.089364 

26.283490 

49.601290 

93.049299 

173.536815 

68 

14.396836 

19.948385 

17.597665 

52.577368 

99.562750 

187.419758 

69 

14.972710 

20.846063 

28.977548 

55.732010 

106.532142 

202.413559 

70 

15.571618 

21.784136 

30.426426 

59-075930 

113.989391 

218.606406 

71 

16.194483 

22.764422 

31.947747 

62.620486 

121.968650 

236.094918 

72 

16.842262 

23.788821 

35-545134 

66.377415 

130.506455 

254.982512 

73 

17.515953 

24.859318 

45.222391 

70.360378 

139-641907 

275.381115 

74 

18.216591 

25.9779S7 

36.983510 

74.582001 

149.416840 

297.411602 

75 

18.945255 

27.146996 

38.832686 

79.056921 

159.876019 

321.204550 

76 

19.703065 

28.368611 

40.774320 

83.800336 

171.067341 

346.900892 

77 

20.491187 

29.645199 

42.813036 

88.828356 

185.042054 

374.651964 

78 

21.310835 

30.979233 

44.953688 

94.158053 

195.854998 

404.625201 

79 

22.163268 

32.373198 

47.201372 

99.807541 

209.564848 

436.995217 

80 

23.049799 

33.830096 

49.561441 

105.795993 

224.254588 

471.954834 

81 

23.971791 

35.351451 

51.039513 

111.143753 

239.950795 

509.711421 

8z 

24.930663 

36.943311 

54.641489 

118.872378 

256.725950 

550.488119 

!' 

25.927889 

38.605760 

57.373563 

126.004721 

274.696767 

594.527168 

84 

26.965005 

40.343019 

60.242241 

133.565004 

293.925541 

642.089542 

85 

28.043605 

42.158455 

63.154353 

141.578904 

514.500328 

695.456489 

86 

29.165349 

44.055586 

96.417071 

150.075639 

336.515351 

748.955008 

87 

30.351963 

46.038087 

69.737925 

159.078057 

360.071426 

808.847649 

88 

31.545142 

48.109801 

73.224821 

168.622740 

385.276426 

873-555461 

89 

32.807051 

50.274742 

76.886062 

178.740105 

412.245776 

945.439897 

90 

34. "9333 

52.537105 

80.730365 

189.464511 

441 . 1029S0 

1018.91501J 

91 

35.484107 

54.901275 

84.766883 

200.832382 

471.980188 

1100.42850 

92 

36.903471 

57.371831 

89.005227 

212.882325 

505.018802 

I I 88. 46256 

93 

38.379610 

59-953565 

93.455489 

225.655264 

540.370118 

1285.53956 

94 

39.914794 

62.651475 

98.129263 

239.194580 

578.196026 

1586.22273 

95 

41.511386 

65.470792 

103.034676 

253.546155 

618.669748 

1497.12055 

96 

43.171841 

68.416977 

108.186410 

268.759030 

661.976650 

1616.89019 

97 

44.898715 

71.495741 

113.595731 

284.884572 

708.314994 

■1746.2414I 

98 

46.694664 

74.7.3050 

119.275517 

301.977646 

757.897044 

1885.94072 

99 

48.562450 

78.075137 

125.239293 

320.096305 

810.949837 

2036.81598 

100 

50.504948 

81.588518 

131.501258 

339.302084 

867.716326 

2199.76126 

COMPOUND  INTEREST,  II. 


The  amount  of  $i  per  annum  in  any  number  of  Years. 


Years. 

4  per  Cent* 

4>^  per  Ctnt. 

S  per  Cent. 

6  per  Cent. 

I 

I. 000000 

1.000000 

1.000000 

I. 000000 

2 

1.040000 

2 . 045000 

2.050000 

2.060000 

i 

J.121600 

3.137025 

3.152500 

3.183600 

4 

4.246464 

4.278191 

4.31012s 

4.374616 

S 

5.416313 

5.470710 

$.525631 

5. 637093 

6 

6.652975 

6.716892 

6.801913 

6.975319 

7 

7.898294 

8.0x9152 

8.142008 

8.393838 

8 

9.214226 

9.380014 

9.549109 

9.897468 

9 

10.582795 

10.802114 

1 I . 026564 

11.491316 

lo 

12.006107 

12.288209 

12.577893 

13.180795 

11 

13.486551 

1 3. 841 179 

14.206787 

14.971643 

IZ 

15.025805 

15-464031 

15.917117 

16.869941 

13 

16.626838 

17.159913 

17-711983 

18.882138 

H 

18.291911 

18.932109 

19.598632 

21.015066 

15 

20.023588 

20.784054 

21.578564 

23.275970 

i6 

21.824531 

22.719337 

23.657492 

25.672528 

17 

23.697511 

24.741707 

25.840366 

28.212880 

l8 

25.6454«3 

26.855084 

28,132385 

30.905653 

19 

27.671229 

29.063562 

30.539004 

33.759991 

40 

29.778079 

31.371413 

33.065954 

36.785591 

21 

31.969202 

33.783137 

35.719151 

39.992727 

22 

34.247970 

36.303378 

38.505214 

43.392290 

ij 

36.617S89 

38.937030 

41.430475 

46.995828 

i4 

39.082604 

41.689196 

44.501999 

50.815577 

2S 

41.645908 

44.565210 

47.727099 

54.864512 

26 

44-311745 

47.570645 

51.113454 

59.156383 

27 

47.084214 

SO. 71 1 324 

54.669126 

63.705766 

28 

49  967583 

53-993333 

58.402583 

68.528112 

29 

52.966286 

57.413033 

62.322712 

73.639798 

3° 

56.084938 

61.007070 

66.438848 

79.058186 

31 

59-318335 

64-751388 

70.760790 

84.801677 

31 

62.701469 

68.666245 

75.298829 

90.889778 

33 

66.209527 

72.756226 

80.063771 

97.343165 

34 

69.857909 

77.030256 

85.066959 

104.184755 

35 

73.652225 

81.496618 

90. 320307 

111.434780 

36 

77-598314 

86.163966 

95.836323 

119.120867 

37 

81.702246 

91.041344 

101.628 I 39 

127.268119 

38 

85.970336 

96.138205 

107.709546 

135.904206 

39 

90.409150 

101.464424 

114.095023 

145.058458 

4° 

95.025516 

107.030323 

110.799774 

154.761966 

41 

99.826536 

112.846688 

127.839763 

165.047684 

.42 

104.819598 

n 8. 924789 

135.151751 

175.950545 

43 

no. 012382 

125.276404 

141.993339 

1S7. 507577 

44 

115.411877 

131.913842 

151.143006 

199.758032 

45 

111.029392 

138.849965 

159.700156 

212.743514 

46 

126.87056S 

146.09S214 

168.685164 

226.508125 

47 

132.945390 

153.672633 

178.119422 

241.098612 

48 

139.263206 

161 . 587902 

188.025393 

256.564529 

49 

145.833734 

169.859357 

199.426663 

272.958401 

50 

152.667084 

178.503028 

209.347996 

290.33590s 

COMPOUND  INTEREST,  II.— (Continued.) 

The  amount  of  Si  per  annum  in  any  number  of  Years, 


Years. 

4  per  Cent. 

43^  per  Cent. 

5  per  Cent. 

6  per  Cent. 

51 

I59-77J767 

187.535665 

220.815395 

308.756059 

51 

167.164718 

196.974769 

232.856165 

328.281422 

5} 

174.851306 

206.838634 

245.498974 

348.978308 

54 

181.845359 

217.146373 

258.773922 

370.917006 

55 

191.159173 

227.917959 

272.712618 

394.172027 

56 

199.805540 

239.174268 

287.348249 

4x8.822348 

57 

208.797761 

250.937110 

302.715662 

444.951689 

58 

218.149672 

263.229280 

318.851445 

472.648790 

59 

227.875659 

276.074597 

335-794017 

502.0077x8 

60 

237.990685 

289.497954 

353-583718 

533.128181 

61 

248.510313 

303.525362 

372.262904 

566.115872 

61 

259.45072s 

318.184003 

391.876049 

601.082824 

63 

270.828754 

333-501183 

412.469851 

638.147793 

64 

282.661904 

349-509886 

434.093344 

677.436661 

65 

294.968381 

366.237831 

456.798011 

7x9.082861 

66 

307.767116 

383-718533 

480.637912 

763.227832 

67 

321.0748C0 

401.985867 

505.669807 

810.021502 

68 

3 34- 910912 

421.075231 

531.953298 

859.622792 

69 

349-317749 

441.023617 

559-550963 

912.200x60 

70 

364.290459 

461.869680 

5S8.528511 

967.932170 

71 

379-862077 

483.653815 

618.954936 

1027.008100 

72 

396.956560 

506.418237 

650.9026S3 

X089. 628586 

7J 

412.898823 

530.207057 

6S4.447817 

1156. 006301 

74 

430.414776 

555.066375 

719.670108 

X 226. 366679 

75 

448.631367 

581.044362 

756.653718 

X 300. 948680 

76 

467.576621 

608.191358 

795.486404 

1 380. 005601 

77 

487.279686 

636.559969 

836.260725 

X463. 805937 

78 

507.770874 

666.205168 

879.073761 

X 552. 634293 

79 

529.081708 

697.184401 

924.027449 

1646.792350 

80 

551.244977 

729.557699 

971.228821 

1746. 599891 

81 

574-194776 

763.387795 

1020.790262 

JS52. 395885 

8x 

598.266567 

798 . 740246 

1072.829775 

X964. 539638 

8? 

623.197230 

835.683557 

1127. 471264 

2083.4x20x6 

84 

649.125119 

874.289317 

1184.844827 

2209.4x6737 

85 

676.090124 

914.632336 

1245.087069 

2342.98x741 

86 

704.133728 

956.790791 

1308.341422 

24S4. 560646 

87 

733.299078 

1000  846377 

1374-758493 

2634.63428s 

88 

763.631041 

1046.884464 

1444.496418 

2793.7x2342 

89 

795.176282 

1094.994265 

1517. 721239 

2962.335082 

90 

817-983334 

1145. 269007 

1594.607301 

3I4X. 075187 

91 

862.102667 

1197.806112 

1675.337666 

3330.539698 

92 

897.586774 

1252.707387 

1760. 104549 

3531.372080 

9? 

934-49°i45 

1310.0792x9 

1S49. 109777 

3744.25440$ 

94 

972.869854 

1370.C32784 

1942.565265 

3969.909669 

95 

1012.784649 

1432.684259 

2040.693529 

4209.104250 

96 

1054.296035 

1498. 1 55051 

2145.728205 

4461.650505 

97 

1097.467876 

1566.572028 

2251.914615 

473  J -40953s 

98 

1142.366591 

1638.067770 

2365.5x0346 

J016. 294x07 

99 

1189.061255 

1712. 780819 

2484.7S5864 

53x8.271753 

100 

1237.623705 

1790.855956 

2610.025157 

5638.368059 

COMPOUND  INTEREST,   II,— (Continued.) 


The  amount  of  $i  per  annum  in  any  number  of  years. 


Years. 

7  per  Cent. 

8  per  Cent. 

9  per  Cent.   1 

JO  per  Cent. 

I 

I  .CXDOOOO 

1.000000 

1 
1.000000 

1.000000 

2 

2.070CX30 

2.080000 

2.090000 

2.100000 

} 

3.214900 

3.246400 

3.278100 

3.310000 

4 

4-4J9943 

4.506112 

4.573119 

4.641000 

S 

5-750739 

5.866601 

5.984711 

6.105100 

6 

7.153291 

7-3359»9 

7-513335 

7.715610 

7 

8.654C21 

8.922803 

9.200435 

9.487171 

8 

10.259803 

10.636628 

11.028474 

11.435888 

9 

11.977989 

12.487558 

13.021036 

13.579477 

i« 

13.816448 

14.486562 

15.192930 

15-937415 

II 

15-783599 

16.645487 

17.560293 

18.531167 

12 

17.888451 

18.977126 

20. 140720 

21 . 384284 

1} 

20.14064} 

21.495297 

22.953385 

24.522712 

14 

22.550488 

24.214920 

26.019:89 

27.974983 

IS 

25.129022 

27.152114 

29.360916 

31.772482 

16 

27.888054 

30.324283 

33.003399 

35-949730 

17 

30.840217 

33.750226 

36.973705 

40.544703 

18 

33.999033 

37.450244 

41.301338 

45-599173 

'9 

37-378965 

41.446263 

46. CI 8458 

51.159090 

20 

40.99549* 

45.761964 

51.160120 

57-174999 

21 

44.865177 

50.422921 

56.764530 

64.002499 

22 

49.005739 

55-456755 

62.873338 

71.402749 

23 

53.436141 

60.893296 

69-531939 

79.543024 

24 

58.176671 

66.764759 

76.789813 

88.497327 

aj 

63.249038 

73.105940 

84.700896 

98.347059 

26 

68.676470 

79.954415 

93-313977 

log. 181765 

27 

74.483823 

87.350768 

102.723135 

121.099942 

28 

80.697691 

95.338830 

112. 968217 

134.209936 

29 

87.346519 

103.965936 

124.135356 

148.630930 

JO 

94.460786 

113.283211 

136.307539 

164.494023 

Ji 

102.073041 

123.345868 

149-575117 

181.94341s 

32 

110.218154 

134-213537 

164.036987 

201.137767 

3} 

118.933425 

145.950620 

179.80031s 

222.251544 

34 

128.258765 

158.626670 

196.982344 

245.476699 

3S 

138.236878 

172.316804 

215.710755 

271.024368 

36 

148.913460 

187.102148 

236.124723 

299.126805 

37 

160.337402 

203.070320 

158.375948 

330.039486 

38 

172.561020 

220.31594s 

282.629783 

364.043434 

39 

185.640292 

238.941221 

309.066463 

401.447778 

40 

199.635112 

259-056519 

337.88244s 

442.292556 

41 

214.609570 

280.781040 

369.291865 

487.851811 

4a 

230.632240 

304.243523. 

403.528133 

537-636992 

43 

247.776496 

329.583005 

440.845665 

592.400692 

44 

266.120851 

356.949646 

481.521775 

652.640761 

45 

285.749311 

386.505617 

525.858734 

718.904837 

46 

306.751763 

418.426067 

574.186021 

791.795321 

47 

329.224386 

452.<;ooi52 

626.862762 

871.974853 

48 

353.270093 

490.132164 

684.280411 

960.172338 

49 

378.999000 

530.342737 

746.865648 

1057.189571 

50 

406.528929 

573.770156 

815.083556 

1163.908529 

COMPOUND  INTEREST,  II.— (Continued.) 

The  amount  of  $i  per  annum  in  any  number  of  years. 


Years. 

7  per  Cent. 

8  per  Cent. 

■  9  per  Cent. 

10  per  Cent. 

Jl 

435.985955 

620.671769 

889.44.070 

1281.299582 

52 

467.504971 

671.325510 

970.490773 

1410.429520 

S3 

SOI.2JOJI9 

726.031551 

1058.83494? 

1552.472252 

54 

557.316441 

785.114075 

ii55'«30o88 

1708.719477 

55 

575.92.859? 

848.923201 

1260.091796 

1880.591425 

56 

617.243594 

917.837058 

1374.500057 

2069.650567 

57 

661.450646 

992.264022 

1499.205065 

2277.615624 

58 

708.752191 

1072. 645144 

1635.133518 

2506.577186 

1^ 

759.364844 

1159.456755 

1785.295535 

2758.014905 

6o 

8i}.520}8j 

1253.213296 

1944.792133 

3054.81659J 

6i 

871.466810 

1354.470360 

2120.823425 

3559.298055 

6z 

9? J. 469487 

1463.8279S8 

2512.697555 

5674.227858 

63 

999. 812351 

1531.934227 

2521.840311 

4042.650622 

^ 

1070. 799216 

1709.488966 

2749.805959 

4447.915685 

65 

1146.755161 

1847.248083 

2998.288474 

4893.707253 

66 

I 22S. 028022 

1996.027929 

5269.154436 

5584.077978 

^ 

1314.989983 

2156.710164 

3564.356535 

5925.485776 

68 

1408.059282 

2350.246977 

3886.148624 

6516.854554 

69 

1507.602032 

2517.666735 

4236.902000 

7169. 517789 

70 

1614.134174 

2720.080074 

4619.223180 

7887.469568 

71 

1728.123566 

2938.686480 

5055.955266 

8677.216525 

7z 

1850.092216 

3174. 781398 

5490. 189060 

9545.958177 

73 

1980.598671 

3429.763910 

5985.306075 

10501.551995 

74 

2120.240578 

3705.145023 

6524.985622 

11552.685195 

75 

2269.657419 

4002.556624 

7113. 252148 

12708.955714 

76 

2429S33438 

4323.761154 

7754.423041 

15980.849085 

77 

2600 . 600779 

4670.662047 

8455.321115 

15379. 93399< 

78 

2783.642833 

5045. 315011 

9215.120015 

16918.927593 

Z' 

2979.497831 

5449.940211 

10045.480817 

18611.820153 

80 

J I 89. 06268c 

5886.935428 

10950.574090 

20474.002146 

81 

3413.297067 

6558.890263 

11957. 125758 

22522.402560 

82 

3653.227862 

6868.601484 

13012.467077 

24775.642596 

83 

3909.953812 

7419.089602 

14184.589114 

27254.206856 

^ 

4184.650579 

8015.616770 

15462. 202134 

29980.627542 

8s 

4478.576120 

8655.706112 

16854.800526 

32979.690296 

86 

4793.076448 

9349.162601 

18572.752555 

56278.659326 

87 

5129.591799 

10098.095609 

20027 • 278267 

39907.525258 

88 

5489.663225 

10906.945258 

21850.755511 

43899.277784 

89 

5874.939651 

11780.498718 

25796.499309 

48290.205562 

90 

6287.185427 

12723.938616 

25959.184247 

53120.226119 

91 

6728.288407 

13742.853705 

28274.710829 

58433.248750 

92 

7200.268595 

14845.282002 

50826.434804  > 

64277.573605 

93 

7705.287397 

16051.744562 

33595.273956 

70705.550964 

94 

8245.657515 

17515.284127 

36619.848590 

77777.9640^)0 

95 

8823.853541 

18701 . 506857 

39916.634964 

85556.760466 

96 

9442.523288 

20198.627405 

43510.132110 

94115.436515 

97 

X0104. 499919 

21815. 517598 

47427.044000 

105 525. 780164 

98 

10812. 81497  3 

23561.759006 

51696  477960 

113879.358180 

90 

11570.711957 

25447.699716 

56350.160977 

125268.295998 

100 

12381. 661794 

27484.515704 

61422.675465 

I J7796. 125398 

120 

STANDARD   MORTALITY   TABLES. 


DESCRIPTION.* 


No.  1. — Halley's  Breslau  Table. 
This  Table  was  deduced  by  the  celebrated  Astronomer 
Edmund  Halley,  from  a  series  of  life  registers  kept  by  Dr. 
Neumann  in  the  city  of  Breslau  in  Silesia  during  the  years 
1687-91,  and  was  the  first  Life  Table  which  had  any  pre- 
tensions to  accuracy.  It  was,  however,  regarded  as  inap- 
plicable to  English  lives,  and  has,  consequently,  never  been 
used  by  English  companies.  By  arranging  the  numbers  in 
the  second  column  of  this  Table,  Dr.  Halley,  all  uncon- 
sciously, laid  the  foundation  of  the  science  of  life  contin- 
gencies. 

No.  2. — Price's  London  Table. 

This  Table  was  arranged  by  Dr.  Richard  Price  from 
the  bills  of  mortality  recorded  in  London  during  the  years 
1759-1768.  It  gives  a  high  rate  of  mortality,  and  has  not 
been  used  in  the  business  of  Life  Assurance. 

No.  3. — Price's  Swedish  Table. 
This  was  the  first  National  Life  Table  ever  made,  and 
was  composed  by  the  eminent  Statistician  Dr.  Richard 
Price,  from  data  obtained  by  M.  Wargentin,  of  Stock- 
holm, from  seven  different  enumerations  of  the  whole  pop- 
ulation of  the  Kingdom  of  Sweden,  each  repeated  at  the 

*  For  the  purpose  of  securing  absolute  accuracy,  the  tables  which  follow  (with  the 
descriptive  matter)  are  those  carefully  collated  and  published  in  the  Insurance 
Reports  of  the  State  of  New  York. 


1'21 


end  of  three  years,  viz.,  in  1757,  '760,  1763,  1766,  1769, 
1772,  and  1775.  It  is  commended  for  its  general  accuracy, 
but,  owing  apparently  to  national  preferences,  has  not  been 
used  in  England. 

No.  4. — Deparcieux's  French  Table. 

This  Table  was  calculated  by  M.  Deparcieux  from  the 
lists  kept  of  the  nominees  of  the  Tontines  of  Paris  and 
from  the  records  of  the  deaths  of  Parisian  annuitants  from 
i6g6  to  1742,  It  has  been  well  approved  as  giving  a  near 
approximation  to  the  expectation  of  assured  lives. 

The  results  of  M.  Deparcieux's  calculations  were  after- 
ward verified  by  comparison  with  the  mortuary  registers 
of  several  religious  houses  of  both  sexes  in  France. 

This  Table  is  referred  to  by  Francis  Baily  in  his  Trea- 
tise upon  the  Doctrine  of  Annuities  and  Assurances  (p. 
14),  published  in  1813,  as  particularly  fitted  to  form  a 
proper  basis  for  determining  the  value  of  annuities. 

No.  5. — Price's  Northampton  Table. 
This  Table  was  formed  by  Dr.  Richard  Price  from  re- 
gisters kept  in  the  Parish  of  All-Saints  in  the  town  of 
Northampton,  England,  during  the  years  1735  to  1780. 
Although  exceedingly  unjust  in  giving  a  too  high  rate  of 
mortality,  particularly  for  the  younger  and  middle  ages,  it 
was  the  first  Life  Table  brought  into  use  as  a  basis  for  the 
computation  of  Life  premiums,  having  been  adopted  by  the 
Equitable  on  its  establishment  in  the  year  1762.  The 
Northampton  Table  long  continued  in  much  favor  with 
the  companies,  as  insuring  an  abundantly  safe  rate  of  pre- 
mium ;  so  much  so,  indeed,  as  to  secure  a  higer  profit,  with- 


122 


out  loading,  than  is  obtained  under  many  other  Tables  even 
with  the  addition  of  a  loading  of  20  or  30  per  cent.  This 
Table  is  still  used  by  a  majority  of  the  old  Life  Offices  in 
England  as  the  basis  for  their  rates  of  premium.  In  mak- 
ing valuations,  however,  the  results  are  generally  checked 
by  calculations  on  the  Carlisle  or  some  other  modern 
Table. 

No.  6.- — Milne's  Carlisle  Table. 
This  Table  was  formed  by  the  eminent  Actuary  Joshua 
Milne,  from  the  observations  of  Dr.  Heysham  on  the  mor- 
tality of  Carlisle,  England,  for  the  years  1778—87.  Though 
somewhat  defective  in  graduation,  it  is  far  more  satisfactory 
than  the  Northampton  Table  in  its  approach  to  accuracy ; 
for  which  reason  it  is  extensively  used  in  England  and 
very  generally  in  this  country. 

No.  7.^Davies's  Equitable  Table. 
Constructed  by  the  distinguished  Actuary  Griffith  Da- 
vies,  of  London,  and  revised  by  Mr,  Morgan  in  1834. 
This  was  the  first  Table  based  upon  the  records  of  assured 
lives,  being  the  experience  of  the  Ecjuitable  Society  from  its 
foundation  in  1762  to  1829. 

No.  8. — Actuaries'  or  Combined  Experience  Table. 

This  Table  is  based  upon  the  recorded  experience  of 
seventeen  Life  Companies  in  England,  and  was  deduced 
from  62,537  assurances,  under  the  superintendence  of  a 
committee  of  accomplished  actuaries.  The  Table  was  pub- 
lished by  Actuary  Jenkin  Jones  in  1843,  and  furnishes  a 
very  accurate  graduation  of  assured  lives. 


123 


No.  9. — Quetelet's  Belgian  Table. 
This  Table  was  compiled  and  published  in  1856  by  the 
distinguished  philosopher  Adolphe  Quetelet,  of  Brussels. 
It  shows  a  higher  rate  of  mortality  than  the  English  Tables. 
In  the  form  here  presented,  the  Table  gives  the  combined 
decrement  and  expectation  of  male  and  female  lives. 

No.  10. — Farr's  English  Table  No.  1. 
For  this  very  accurate  Table  the  public  are  indebted  to 
the  philanthrophic  and  praiseworthy  efforts  of  the  indefati- 
gable physician  William  Farr,  of  London,  It  was  com- 
piled from  the  entire  census  returns  of  lives  and  deaths  at 
all  ages,  in  the  realm  of  England,  during  the  year  1841,  and 
published  in  the  Sixth  Report  of  the  Registrar-General. 

No.  1 1— Farr's  English  Table  No.  2. 

This  was  calculated  by  Dr.  William  Farr,  subsequently 
to  his  Table  No.  1,  from  the  deaths  throughout  the  whole 
of  England  dusing  the  seven  years  1838--44.  From  these 
data  the  calculations  were  made  according  to  a  plan  recom- 
mended by  Professor  De  Morgan  and  Mr.  Griffith 
Davies. 

No.  12. — Farr's  English  Table  No.  3. 

The  rate  of  mortality  deduced  from  this  Table  is  higher 
than  is  given  by  the  Carlisle  Table  or  by  either  of  the  two 
former  English  Life  Tables  of  the  author.  It  is  more  reg- 
ular in  its  graduation  than  the  Carlisle  Table,  while  at  the 
same  time  its  rate  approximates  more  nearly  that  assigned 
to  American  life. 


124 


I.  BRESLAU  TABLE  (Edmund  Halley). 


Age. 

Living. 

Dying. 

Expectation. 

Age. 

Living. 

Dying. 

Expectation . 

I 

lOOO 

145 

JJ.22 

46 

387 

10 

19 -OS 

2 

855 

■57 

37-77 

47 

377 

10 

18. 55 

3 

798 

38 

39-43 

48 

367 

10 

18.04 

4 

760 

28 

40.38 

49 

357 

II 

17-53 

S 

732 

22 

40.90 

$0 

346 

II 

17.07 

6 

710 

18 

41.16 

SI 

335 

II 

16.01 

1 

692 

12 

41.22 

S* 

324 

II 

16.16 

8 

680 

10 

40.94 

S3 

313 

II 

IS. 71 

9 

670 

9 

40.54 

$4 

302 

10 

iS.aS 

lo 

661 

8 

4D.08 

55 

X 

10 

14.77 

II 

653 

7 

39-57 

56 

10 

14.27 

12 

646 

6 

38.99 

57 

VIZ 

10 

13.79 

JJ 

640 

6 

38.35 

58 

262 

10 

12.91 

14 

6J4 

6 

37-71 

S9 

252 

10 

12.79 

IS 

628 

6 

37.07 

60 

242 

10 

12.30 

i6 

622 

6 

36.42 

61 

232 

10 

11.77 

»7 

616 

6 

35.77 

62 

222 

10 

11.32 

l8 

610 

6 

35.12 

63 

212 

10 

10.83 

»9 

604 

6 

34  46 

64 

20Z 

10 

10.24 

20 

598 

6 

33.80 

fl 

192 

10 

9.85 

ZI 

592 

6 

3}.«4 

66 

182 

10 

9  37 

22 

586 

7 

3i.49 

67 

172 

10 

8.89 

1} 

579 

6      1 

31.8s 

68 

162 

10 

8.40 

24 

573 

6      1 

31.29 

69 

152 

10 

7.93 

iS 

567 

7       i 

30.51 

70 

142 

II 

7.45 

26 

560 

7       1 

29.87 

71 

131 

II 

7.03 

27 

553 

7 

29.26 

7* 

120 

II 

6.64 

28 

546 

7       i 

28.63 

73 

109 

II 

6.2s 

29 

539 

8 

27.99 

74 

t. 

10 

5.89 

?o 

531 

8 

27.41 

75 

88 

10 

5.51 

JI 

52} 

* 

26.82 

76 

78 

10 

S-iS 

Jl 

515 

8 

26.23 

77 

68 

10 

4-84 

2] 

507 

8         ! 

25.64 

78 

58 

9 

4-59 

24 

499 

9       i 

25.04        j 

79 

49 

8 

4-34 

JJ 

49c 

9 

24.50 

80 

41 

7 

4.08 

J6 

481 

9      ! 

24.15 

81 

34 

6 

3.80 

J7 

47i 

9 

2}. 60 

82 

28 

5 

3-54 

}8 

46J 

9 

2}  .26 

8} 

2} 

4 

3.19 

39 

454 

9 

22.72 

84 

19 

4 

2.76 

4° 

445 

9       i 

22.  16 

8$     i 

IS 

4 

2.37 

41 

436 

9       ! 

21.61 

86 

II 

3 

2. OS 

42 

427 

10 

21.  06 

87 

8 

3 

1-63 

43 

417 

10 

20.55 

88 

5 

2 

0.80 

44 

407 

10 

20.04 

89 

3 

2 

0.33 

45 

397 

10      j 

19-53 

90    1 

I 

I 

0.00 

125 


II.  LONDON  TABLE  (Richard  Price). 


Age. 

Living. 

Dying. 

Expectation. 

Age. 

Uving. 

Dying. 

Expectation. 

o 

i$i8 

486 

17.90 

46 

262 

|o 

I 

IOJ2 

200 

47 

252 

10 

z 

8J2 

8$ 

48 

242 

9 

3 

747 

59 

49 

433 

9 

4 

688 

42 

50 

224 

9 

15.84 

5 

646 

23 

35. »8 

51 

2x5 

I 

6 

62} 

20 

S* 

206 

7 

6oj 

14 

53 

198 

8 

8 

589 

12 

54 

190 

7 

9 

577 

10 

55 

;s 

7 

13.91 

lO 

567 

9 

34.9T 

56 

7 

II 

558 

9 

57 

169 

7 

12 

549 

8 

58 

i6z 

7 

«3 

541 

7 

59 

iSS 

8 

H 

534 

6 

60 

M7 

8 

11.69 

IS 

528 

6 

33. 3» 

61 

1 39 

7 

l6 

522 

7 

62 

132 

7 

17 

515 

7 

63 

I2J 

7 

i8 

508 

7 

64 

118 

7 

»9 

SOI 

7 

65 

III 

7 

9.69 

20 

494 

7 

29.37 

66 

104 

7 

21 

487 

8 

67 

97 

7 

22 

479 

8 

68 

90 

7 

aj 

471 

8 

69 

8} 

7 

44 

46} 

8 

70 

76 

6 

8.0Q 

»? 

455 

8 

20.64 

71 

70 

6 

26 

447 

8 

72 

H 

6 

27 

439 

8 

73 

58 

J 

28 

431 

9 

74 

S3 

5 

29 

422 

9 

75 

48 

S 

6.27 

JO 

413 

9 

24.11 

76 

il 

? 

JI 

404 

9 

'Z 

i8 

i 

J2 

395 

9 

78 

33 

4 

a 

386 

9 

79 

29 

4 

H 

377 

9 

80 

aj 

3 

4.86 

35 

j68 

9 

21.76 

81 

22 

3 

36 

359 

9 

82 

\t 

3 

37 

ISO 

9 

83 

3 

38 

341 

9 

84 

13 

2 

39 

331 

10 

85 

II 

2 

3.04 

40 

}22 

10 

19- SO 

86 

9 

2 

41 

JI2 

10 

87 

7 

2 

4i 

J02 

10 

88 

5 

I 

43 

292 

10 

89 

4 

I 

44 

282 

10 

90 

3 

I 

45 

272 

10 

17.63 

126 


IIL  SWEDISH  TABLE   (Richard  Price). 


Age. 

Living. 

Dying. 

Expectation. 

Age. 

Living. 

Dying. 

Expectation 

o 

ICXXX> 

2195 

34.4* 

49 

It^ 

78 

19.09 

I 

780J 

509 

42.9s 

SO 

85 

18.46 

2 

7296 

344 

44.94 

51 

3761 

87 

17.87 

J 

6952 

245 

46.11 

52 

3674 

90 

17.29 

4 

6707 

143 

46.78 

53 

35»4 

90 

16.70 

5 

6564 

122 

46.79 

54 

3494 

91 

16.12 

6 

6442 

105 

46.66 

5$ 

3403 

9' 

15-53 

7 

6337 

87 

46.43 

56 

3312 

92 

J4-95 

8 

6250 

73 

46.07 

$7 

3220 

95 

14-37 

9 

6177 

62 

45-61 

58 

3"2S 

95 

13-79 

lo 

611J 

54 

45.07 

59 

3030 

100 

13.21 

II 

6061 

45 

44.38 

60 

2930 

108 

12.63 

12 

6016 

42 

43.70 

61 

2822 

114 

12.12 

»J 

5974 
S936 

38 

43. 01 

62 

2708 

118 

11.62 

14 

37 

42-33 

63 

2590 

118 

II. II 

IS 

5899 

37 

4«.64 

64 

2472 

118 

10  61 

l6 

S862 

40 

40.92 

6$ 

2354 

118 

10. 10 

I? 

5822 

40 

40.19 

66 

2236 

118 

9.62 

18 

5782 

42 

39-47 

^ 

2118 

121 

9-15 

»9 

S740 

43 

38 -74 

68 

1997 

124 

8.67 

20 

S697 

47 

38. QZ 

69 

1873 

124 

8.20 

21 

5650 

47 

37-33 

70 

1749 

127 

7-74 

22 

5603 

48 

36.64 

71 

1622 

133 

7-32 

aj 

SS5S 

48 

35-96 

74 

1489 

135 

6.89 

44 

5507 

50 

35.27 

73 

1354 

140 

^5^ 

*S 

5457 

50 

34-58 

74 

1214 

130 

6.23 

26 

5407 

52 

33.91 

75 

1084 

121 

5-9» 

27 

5355 

54 

33.  *! 

76 

9^1 

"5 

5-59 

28 

5301 

55 

32.56 

77 

848 

105 

5-28 

29 

5246 

55 

31.88      1 

78 

743 

95 

4-0 

JO 

5 191 

59 

31.21      1 

79 

64» 

90 

4.61 

JI 

5132 

60 

30.  ?7        i 

80 

558 

90 

4.28 

J2 

5072 

62 

19-94        j 

81 

468 

84 

4.01 

33 

5010 

63 

29-30 

82 

384 

75 

3-80 

34 

4947 

63 

28.67        1 

83 

309 

65 

3.57 

3S 

4884 

59 

28.03 

^ 

244 

55 

J. 39 

36 

4825 

58 

27.31 

85 

189 

45 

J. 23 

37 

4767 

58 

26.68 

86 

144 

35 

3.09 

38 

4709 

58 

26.01 

87 

109 

27 

2.92 

J9 

4651 

60 

25-33        i 

88 

82 

20 

2.71 

40 

459« 

65 

24.66        1 

89 

62 

15 

2-43 

41 

4526 

73 

24.0s        1 

90 

47 

H 

2.0s 

4* 

4453 

78 

23.44 

91 

33 

12 

1.71 

43 

4375 

78 

22.83 

92 

21 

10 

1.40 

44 

4297 

78 

22.22        1 

93 

" 

6 

1.23 

45 

4219 

76 

21.61 

9+ 

5 

3 

1. 10 

46 

4143 

74 

20.98 

9J 

z 

1 

1. 00 

47 

4069 

74 

20.3S 

96 

» 

I 

0.00 

48 

3997 

73 

19. 7i 

97 

0    1 

127 


IV.  FRENCH  TABLE  (M.  Deparcieux). 


Age. 

Living. 

Dying. 

Expectation. 

Age. 

Living. 

Dying. 

Expectation. 

I 

IOCX3 

30 

47-71 

49 

590 

9 

21.07 

4 

970 

22 

48.17 

50 

581 

10 

20.38 

S 

948 

18 

48.27 

51 

571 

II 

19.73 

6 

9JO 

IS 

48.20 

52 

560 

II 

19. II 

7 

9'S 

13 

47.98 

53 

549 

II 

18.48 

8 

902 

12 

47.66 

54 

5J8 

12 

17.85 

9 

890 

10 

47.30 

55 

526 

12 

17.25 

lO 

880 

8 

46.83 

56 

5 14 

12 

16.64 

II 

872 

6 

46.26 

57 

502 

13 

16.02 

12 

866 

6 

45.58 

58 

489 

13 

IS. 44 

n 

860 

6 

44-89 

59 

476 

13 

14.84 

H 

854 

6 

44.20 

60 

463 

13 

14.25 

IS 

848 

6 

43 -S" 

61 

450, 

13 

13.65 

l6 

842 

7 

42.82 

62 

437 

14 

13.04 

17 

8J5 

7 

42.17 

63 

423 

14 

12.43 

i8 

828 

7 

41.52 

64 

409 

14 

11.86 

J9 

821 

7 

40.87 

65 

395 

15 

II  .26 

40 

814 

8 

40.22 

66 

38q 

16 

10.69 

ZI 

806 

8 

39.62 

67 

364 

17 

10.14 

Z4 

798 

8 

39.00 

68 

347 

18 

9.61 

aj 

790 

8 

38.40 

69 

329 

19 

9. II 

24 

782 

8 

37.78 

70 

3>o, 

«9 

8.64 

25 

774 

8 

37-17 

71 

291 

20 

8.17 

26 

766 

8 

36.5s 

72. 

271 

20 

7.73 

27 

758 

8 

35-93 

73 

251 

20 

7.31 

28 

750 

8 

35.30 

74 

231 

26 

6.90 

29 

742 

8 

34-69 

75 

211 

19 

6.  50 

JO 

734 

8 

34-06 

76 

192 

19 

6. 10 

JI 

726 

8 

33-29 

77 

173 

19 

5.71 

Ji 

718 

8 

32.80 

78 

154 

18 

5. 36 

» 

710 

8 

32.16 

79 

136 

18 

5.00 

J4 

702 

8 

31.51 

80 

118 

17 

4.69 

3S 

694 

8 

30.88 

81 

lOI 

i6 

4.39 

36 

686 

8 

30.23 

82 

85 

14 

4.01 

37 

678 

7 

29.58 

83 

71 

12 

3.84 

38 

671 

7 

28.89 

84 

59 

II 

3.52 

39 

664 

7 

28.18 

85 

48 

10 

3.21 

40 

657 

7 

27.48 

86 

38 

9 

2.92 

41 

650 

7 

26.77 

87 

29 

7 

2.67 

42 

643 

7 

26.06 

88 

22 

6 

2.36 

43 

636 

7 

25.34 

89 

16 

5 

2.06 

44 

629 

7 

24.62 

90. 

II 

4 

1.77 

45 

622 

7 

23.89 

91 

7 

3 

1.50 

46 

615 

8 

23.15 

92 

4 

2 

1.25 

47 

607 

8 

22-45 

93 

2 

I 

1 .00 

48 

599 

9 

21.74 

94 

1 

I 

0.00 

128 


V.  NORTHAMPTON  TABLE  (Richard  Price). 


Age. 

Living. 

Dying. 

Expectation. 

Age. 

Living. 

Dying. 

Expectation. 

o 

1 1650 

3000 

25.18 

49 

2936 

79 

18.49 

I 

8650 

1367 

3*. 74 

50 

2857 

81 

17.99 

2 

728j 

502 

37.79 

51 

2776 

82 

J7.50 

i 

6781 

335 

39.55 

S» 

2694 

82 

17.02 

4 

6446 

197 

40.58 

53 

2612 

82 

\V^ 

5 

•  6249 

184 

40.84 

54 

2530 

82 

6 

606s 

140 

41.07 

55 

2448 

82 

15.58 

7 

59*5 

no 

41.03 

56 

2366 

82 

15.10 

8 

5815 

80 

40.79 

57 

2284 

82 

14.6J 

9 

5735 

60 

40.36 

58 

2202 

82 

14.  IS 

lO 

5675 

5i 

39.78 

59 

2120 

82 

13.68 

II 

5625 

50 

39.14 

60 

2038 

82 

13.21 

12 

5573 

50 

38.49 

61 

1956 

82 

11-75 

13 

5513 

50 

37.83 

62 

1874 

81 

12.28 

14 

5473 

50 

37.17 

63 

1793 

81 

II. 81 

IS 

54»3 

50 

36.51 

64 

1712 

80 

II. 3S 

i6 

5373 

53 

35.85 

65 

1632 

80 

10.88 

17 

SJ20 

58 

35.10 

66 

1552 

80 

10.42 

l8 

5262 

6j 

34.58 

67 

1472 

80 

9.96 

19 

5199 

67 

33.99 

68 

1392 

80 

9.59 

20 

SIJ2 

72 

33.43 

69 

1312 

80 

9.0s 

21 

5060 

75 

32.90 

70 

1232 

80 

8.60 

22 

498s 

75 

3i.39 

71 

1152 

80 

8.17 

1} 

4910 

75 

31.88 

72 

1072 

80 

7.74 

u 

4855 

75 

31.36 

73 

992 

80 

73* 

*s 

4760 

75 

30.85 

74 

912 

80 

6.92 

26 

468s 

75 

30.33 

75 

832 

80 

6.54 

*7 

4610 

75 

29.82 

76 

751 

77 

6.18 

28 

4535 

75 

29.30 

77 

675 

73 

5.83 

29 

4460 

75 

28.79 

78 

602 

68 

548 

JO 

4385 

75 

28.27 

79 

534 

^J 

5.11 

JI 

4JIO 

75 

27.76 

80 

469 

^' 

4-7S 

Jl 

4*35 

75 

27.24 

81 

406 

60 

4.41 

33 

4160 

75 

26.72 

82 

346 

57 

4.09 

34 

408s 

75 

26.20 

83 

289 

55 

3.80 

35 

4010 

75 

25.68 

84 

234 

48 

3.58 

36 

3935 

75 

25.16 

85 

186 

41 

J.  37 

37 

J860 

75 

24.64 

86 

145 

34 

3.19 

38 

3785 

75 

24.12 

87 

III 

28 

3.01 

39 

3710 

75 

23.60 

88 

83 

21 

2.86 

40 

3635 

76 

23.08 

89 

62 

16 

2.66 

41 

3569 

77 

22.56 

90 

46 

12 

2.41 

42 

3482 

78 

22.04 

91 

34 

10 

2.09 

43 

3404 

78 

21.54 

92 

24 

8 

1. 75 

44 

3326 

78 

21.03 

93 

16 

7 

1.37 

45 

3248 

78 

20.52 

94 

9 

5 

I. OS 

46 

3170 

78 

20.02 

9? 

4 

3 

0.7S 

47 

3092 

78 

19.51 

96 

I 

I 

o.so 

48 

3014 

78 

19.00 

^ 

129 


VI.  CARLISLE  TABLE  (Joshua  Milne). 


Age. 

Living. 

Dying. 

Expectation . 

Age. 

Living. 

Dying. 

Expectation. 

o 

10000 

1539 

38.721 

$3 

4211 

68 

18.972 

I 

8461 

682 

44  674 

54 

4143 

70 

18.27s 

2 

7779 

505 

47-546 

55 

4073 

73 

17.580 

3 

7274 

276 

49.812 

56 

4000 

76 

16.892 

4 

6998 

20I 

50.757 

57 

3924 

82 

16.209 

I 

6797 

121 

J1.244 

58 

3842 

9| 

»5-545 

6676 

82 

SI. 163 

59 

3749 

106 

14.918 

7 

6594 

58 

50-793 

60 

3643 

122 

14-337 

8 

6536 

43 

SO.  240 

61 

3S2I 

126 

13-817 

9 

6493 

33 

49-569 

62 

"21 

127 

13-3" 

lO 

6460 

29 

48.820 

63 

3268 

12$ 

12.809 

II 

6431 

31 

48.038 

64 

3143 

12$ 

12.299 

12 

6400 

3* 

47.268 

65 

3018 

124 

11.787 

IJ 

6368 

33 

46-503 

66 

2894 

123 

11.271 

14 

6335 

35 

45-742 

67 

2771 

123 

10.749 

IS 

6300 

39 

44-994 

68 

2648 

123 

10.22$ 

i6 

6261 

42 

44.271 

69 

2S2$ 

124 

9.699 

«7 

6219 

43 

43-567 

70 

2401 

124 

il*l 

ig 

6176 

43 

42.866 

71 

2277 

''1 

8.646 

J9 

6133 

43 

42.163 

72 

2143 

146 

8.156 

20 

6090 

43 

41-458 

73 

1977 

i$6 

7-715 

ZI 

6047 

42 

40-749 

74 

1841 

166 

7-327 

22 

6005 

42 

40.030 

75 

167$ 

160 

IT^ 

2} 

5963 

42 

39-309 

76 

I$I$ 

i$6 

6.690 

H 

5921 

42 

38.5S4 

77 

13$9 

146 

6.401 

25 

5879 

43 

37-856 

78 

1213 

132 

6. Ill 

26 

5836 

43 

37-131 

79 

1081 

128 

S.796 

27 

579? 

45 

36.403 

80 

?" 

116 

5-507 

28 

5748 

50 

35-684 

81 

837 

112 

$.201 

29 

5698 

56 

34-993 

82 

72$ 

102 

4.928 

30 

5642 

57 

34-336 

83 

623 

94 

4.552 

31 

5585 

57 

33-681 

84 

$29 

84 

4- 39° 

32 

5528 

56 

33.023 

85 

445 

78 

4-125 

33 

5472 

55 

32.356 

86 

367 

71 

3-89$ 

34 

5417 

55 

31-679 

87 

296 

64 

3-709 

3J 

S362 

55 

30.999 

88 

232 

51 

3-395 

J6 

5307 

56 

30.31S 

89 

181 

39 

3-467 

J7 

5251 

57 

29.633 

90 

142 

37 

3.282 

38 

5194 

58 

28.953 

91 

10$ 

30 

3.262 

39 

5136 

61 

28.274 

92 

7$ 

21 

3  367 

40 

5075 

66 

27.608 

93 

54 

14 

3.481 

41 

5009 

69 

26.96s 

94 

40 

10 

3-52$ 

42 

71 

26.33s 

21 

30 

7 

3-53? 

43 

4869 

71 

25.712 

96 

23 

5 

3-457 

44 

4798 

71 

25.08$ 

97 

18 

4 

3-278 

45 

4727 

70 

24.454 

98 

J4 

3 

3.071 

46 

4657 

69 

23.814 

99 

11 

2 

2.773 

47 

4588 

67 

23.16$ 

100 

9 

2 

2.278 
1.786 

48 

4521 

63 

22.$(XI 

1 01 

7 

2 

49 

4458 

61 

21.811 

102 

5 

2 

1.300 

5c 

4397 

59 

21.107 

103 

3 

2 

0.833 

51 

4338 

62 

20.387 

104 

I 

I 

0.500 

Sa 

4276 

65 

19.676 

130 


VII.  EQUITABLE  TABLE  (Griffith  Davies). 


Age. 

Living. 

Dying. 

Expectation. 

Age. 

Living. 

Dying. 

Expectation. 

lO 

2844 

II 

48.83 

54 

1785 

41 

»8.43 

II 

28J3 

II 

48.02 

55 

1744 

42 

17.85 

12 

2822 

12 

47.20 

56 

1702 

43 

17.28 

J3 

2810 

12 

46.40 

57 

1659 

44 

16.71 

14 

2798 

13 

4$. 60 

58 

161 5 

^^ 

16.15 

15 

278s 

14 

44.81 

P 

1570 

46 

15.60 

16 

2771 

IS 

44.04 

60 

1524 

46 

15.06 

17 

2756 

.  16 

43.27 

61 

1478 

46 

14.51 

18 

2740 

17 

42.52 

62 

1432 

47 

13.96 

19 

272} 

18 

41.78 

63 

1385 

48 

13.42 

20 

27OJ 

18 

41.06 

64 

1337 

49 

12.88 

21 

2687 

18 

40.33 

65 

1288 

50 

12.35 

Z2 

2669 

19 

3960 

66 

1238 

SI 

11.8} 

2J 

2650 

19 

38.88 

67 

I187 

52 

II. }2 

24 

26JI 

20 

38.16 

68 

"35 

53 

10.82 

25 

26II 

20 

37.44 

69 

1082 

54 

10.32 

26 

2591 

21 

36.73 

70 

1028 

54 

9.84 

27 

2570 

22 

36.02 

7« 

974 

55 

9.36 

28 

2548 

13 

3$-33 

72 

919 

55 

8.88 

29 

252J 

24 

34-65 

73 

864 

56 

8.42 

30 

2501 

24 

33.98 

74    • 

808 

56 

7.97 

31 

2477 

2S 

33.30 

7? 

752 

55 

7-52 

32 

2452 

z6 

32.64 

76 

697 

$5 

7.08 

33 

2426 

26 

31.98 

77 

642 

54 

6.64 

34 

2400 

26 

31.32 

78 

S88 

54 

6.20 

3J 

^374 

17 

30.66 

79 

534 

54 

5.78 

36 

»347 

27 

30.01 

80 

480 

$4 

5.38 

37 

2}  20 

28 

29.3s 

81 

426 

53 

5. 00 

38 

2292 

28 

28.70 

82 

373 

52 

4.63 

39 

2264 

28 

28.05 

83 

321 

50 

4.30 

40 

2236 

28 

27.40 

84 

271 

47 

4.00 

41 

2208 

28 

26.74 

85 

224 

43 

3.73 

42 

2180 

28 

26.07 

86 

181 

38 

3.50 

43 

aij2 

29 

25.40 

87 

143 

32 

3.31 

44 

212} 

30 

24.7s 

88 

III 

26 

3. II 

45 

2093 

30 

24.10 

89 

85 

20 

2.91 

46 

206} 

30 

23.44 

90 

65 

16 

2.65 

47 

2033 

31 

22.78 

91 

'^2 

13 

2.36 

48 

aoo2 

31 

22.12 

92 

36 

II 

2.03 

49 

1970 

33 

21.47 

93 

25 

9 

1.70 

50 

»937 

3S 

20.8} 

94 

16 

7 

I. 31 

5> 

1902 
186s 

37 

20.20 

9| 

9 

S 

1.05 

S* 

39 

«9.S9 

96 

4 

3 

0.75 

S3 

1826 

41 

19.00 

97 

I 

I 

0.50 

131 


VIII..    COMBINED    EXPERIENCE   TABLE   (Jenkin 
Jones). 


Age. 

Living. 

Dying. 

Expectation . 

Age. 

Living. 

Dying. 

Expectation. 

lO 

lOOOOO 

676 

48.36 

55 

63469 

»37S 

16.86 

II 

99Ji4 

674 

47.68 

56 

62094 

1436 

16.22 

12 

98650 

672 

47.01 

57 

60658 

1497 

15. 59 

IJ 

97978 

671 

46.33 

S8 

59161 

1 561 

14.97 

H 

97307 

671 

45.64 

59 

57600 

1627 

14.37 

»y 

96656 

671 

44.96 

60 

55973 

1698 

13.77 

i6 

95965 

672 

44.27 

61 

54275 

1770 

13.18 

17 

95193 

673 

43.58 

62 

52505 

1844 

12.61 

18 

94620 

675 

42.88 

6j 

50661 

1917 

12.0$ 

19 

93945 

677 

42.19 

64 

48744 

1990 

11.51 

20 

9J268 

680 

41.49 

65 

46754 

2061 

10.97 

21 

92588 

68j 

40.79 

66 

44693 

2128 

10.46 

22 

91905 

686 

40.09 

67 

42565 

2191 

9.96 

aj 

91219 

690 

39-39 

68 

40374 

2246 

9-47 

24 

90529 

694 

38.68 

69 

38128 

2291 

9.00 

ly 

89835 

698 

37.98 

70 

35837 

2327 

8.54 

46 

89157 

703 

37.27 

7> 

33510 

2351 

8.10 

27 

88434 

708 

36.56 

72 

31159 

2362 

7.67 

28 

87726 

714 

35.86 

73 

28797 

2358 

7.26 

29 

87012 

720 

35.15 

74 

26439 

2339 

6.86 

JO 

86292 

727 

34. 43 

75 

24100 

2303 

6.48 

JI 

8556s 

734 

33.72 

76 

21797 

2249 

6. II 

ja 

84831 

742 

33.01 

77 

19548 

2179 

5.76 

3J 

84089 

750 

32.30 

78 

17369 

2092 

5.42 

34 

8J339 

758 

31.58 

79 

15277 

1987 

5.09 

35 

82581 

767 

30.87 

80 

13290 

1866 

4.78 

36 

81814 

776 

30.15 

81 

1 1424 

1730 

4.48 

37 

8io}8 

785 

29.44 

82 

9694 

1582 

4.18 

38 

8025? 

795 

28.72 

83 

8112 

1427 

390 

39 

79458 

805 

28.00 

84 

.6685 

1268 

3.63 

40 

78653 

815 

27.28 

85 

5417 

nil 

3.36 

41 

77838 

826 

26.56 

86 

4306 

958 

3.10 

42 

77012 

839 

25.84 

87 

3348 

811 

2.84 

43 

76173 

857 

25.12 

88 

2537 

673 

2.59 

44 

75316 

881 

H.40 

89 

1864 

545 

2.35 

45 

74435 

909 

23.69 

90 

1519 

427 

2. II 

46 

73526 

944 

22.97 

9» 

892 

322 

1.89 

47 

72582 

981 

22.27 

92 

570 

231 

1.67 

48 

71601 

1021 

21.56 

93 

339 

155 

1-47 

49 

70580 

1063 

20.87 

94 

184 

95 

t.28 

50 

69517 

1 108 

20.18 

9| 

89 

52 

1. 12 

51 

68409 

1156 

19.50 

96 

37 

24 

0.99 

S» 

67253 

1207 

18.82 

97 

13 

9 

0.89 

53 

66046 

1261 

18.16 

98 

4 

3 

0.7s 

54 

64785 

1316 

17.50 

99 

I 

I 

0.50 

132 


IX.  BELGIAN  TABLE  (Adolphe  guETELEx). 


Age. 

Living. 

Dying, 

Expectation. 

Age. 

Living. 

Dying. 

Expectation. 

o 

1000 

149 

38.18 

50 

409 

8 

»9S9 

I 

8S1 

56 

43.78 

51 

401 

8 

18.97 

z 

795 

31 

45.82 

52 

393 

8 

18.3s 

i 

764 

'9 

46.64 

S3 

385 

8 

17.70 

4 

745 

15 

46.8s 

54 

377 

8 

17.06 

S 

7JO 

10 

46.77 

55 

369 

8 

16.42 

6 

720 

g 

46.44 

56 

361 

8 

JS.77 

7 

711 

46.  oz 

57 

353 

8 

IS. 12 

8 

70J 

6 

45.51 

58 

345 

8 

14. 45 

9 

697 

6 

44-93 

J9 

337 

9 

13.80 

lO 

691 

44.18 

60 

328 

10 

13.16 

II 

686 

43.60 

61 

318 

II 

12.  $6 

IZ 

682 

42-95 

6z 

307 

IZ 

11.97 

»J 

679 

42.04 

6j 

295 

12 

"43 

H 

676 

41.22 

64 

283 

13 

10. 92 

»S 

673 

40.40 

65 

270 

13 

10.43 

i6 

670 

39-58 

66 

2$7 

14 

9  93 

»7 

666 

38.81 

67 

243 

14 

9-47 

18 

661 

8 

38.10 

68 

229 

«4 

9.04 
8.60 

19 

65J 

8 

37-57 

69 

21$ 

«5 

zo 

645 

8 

37.06 

70 

200 

'5 

7.91 

ZI 

6j7 

t 

36. $1 

71 

185 

\l 

7.83 

zz 

6z8 

36.01 

72 

170 

7-57 

»J 

6zo 

8 

35.49 

73 

154 

«$ 

7-18 

24 

612 

7 

34-94 

74 

139 

1$ 

6.89 

»5 

60s 

7 

34.32 

75 

124 

13 

6.69 

26 

598 

7 

33-7* 

76 

III 

12 

6.42 

27 

591 

7 

33-" 

77 

99 

II 

6.14 

z8 

584 

6 

3»-So 

78 

88 

10 

5.86 

*9 

578 

7 

31.85 

79 

78 

10 

5.  $4 

30 

57' 

7 

31. »4 

80 

68 

9 

S.29 

31 

564 

8 

30.62 

81 

59 

8 

S.oi 

32 

556 

8 

29.87 

82 

St 

8 

4.7* 

33 

548 

8 

29-49 

83 

n 

7 

4.51 

34 

540 

8 

28.91 

84 

6 

4.22 

3J 

532 

8 

28.  J4 

85 

30 

3.97 

36 

5H 

8 

27.74 

86 

25 

3-74 

37 

516 

8 

27.19 

87 

20 

3.4$ 

38 

508 

8 

26.60 

88 

16 

3.29 

39 

500 

9 

26. OJ 

89 

12 

3.09 

40 

491 

8 

25.47 

90 

9 

3." 

41 

48  J 

8 

24.91 

91 

6 

3.IZ 

41 

475 

8 

24-27 

92 

S 

2.89 

43 

467 

8 

23.72 

93 

4 

4.5a 

44 

459 

8 

23-13 

94 

3 

2.12 

45 

451 

8 

22.  S3 

9| 

z 

1.90 

46 

443 

9 

21.93 

96 

z 

1.71 

47 

434 

9 

21.37 

97 

I 

1.50 

48 

4»5 

8 

20.79 

98 

I 

0.08 

49 

4«7 

8 

20.  zo 

99 

0 

133 


X.  ENGLISH  TABLE  No.  i  (William  Farr). 


Age. 

Living. 

Dying. 

Expectation. 

Age. 

Living. 

Dying. 

Expectation. 

o 

loooo 

146} 

41.17 

51 

4586 

75 

19-83 

I 

8536 

526 

47.17 

51 

451 1 

76 

19.17 

z 

8010 

271 

49-17 

53 

4434 

76 

18.50 

I 

7739 

185 

49.92 

54 

4358 

78 

17-83 

4 

7553 

133 

50.08 

55 

4279 

84 

17.17 

5 

7420 

104 

50.00 

56 

4194 

90 

16.50 

6 

7315 

8} 

49-75 

57 

4103 

96 

15  8j 

7 

72J2 

67 

49-45 

5» 

4007 

lOI 

15-17 

8 

7164 

56 

48.75 

59 

3906 

106 

14.58 

9 

7108 

46 

48.08 

60 

3799 

112 

14.00 

lO 

7061 

39 

47-4* 

61 

3687 

117 

13.44 

II 

7012 

36 

46.75 

6s 

3569 

12} 

12. 8j 

12 

6985 

35 

46.00 

63 

3446 

128 

12. 2J 

n 

6950 

41 

45.17 

64 

3318 

133 

11.75 

14 

6909 

46 

44-44 

6S 

3185 

138 

II. 17 

IS 

6862 

49 

43-65 

66 

3046 

144 

10.67 

i6 

681} 

50 

43-00 

67 

2904 

147 

10.17 

»7 

6762 

51 

42.34 

68 

4759 

150 

9-67 

i8 

6710 

5a 

41.67 

69 

2606 

153 

9.45 

'9 

6658 

52 

41.00 

70 

4453 

156 

8-75 

20 

660s 

53 

40.34 

71 

2297 

157 

8.34 

21 

6551 

54 

39.67 

72 

2139 

158 

7-94 

22 

6497 

55 

39.00 

73 

1981 

158 

7-50 

»J 

6442 

56 

38.34 

74 

1823 

156 

7.08 

»4 

6}86 

56 

37-67 

75 

1666 

154 

6.75 

»5 

6}29 

57 

37.00 

76 

1512 

151 

6.42 

26 

6271 

58 

36.34 

77 

1360 

146 

6.00 

27 

621 J 

|9 

35-67 

78 

1214 

140 

5.67 

28 

6154 

60 

35-00 

79 

1073 

134 

5.34 

29 

6094 

60 

34-34 

80 

939 

126 

5.08 

JO 

6o}j 

61 

33-67 

81 

813 

117 

4-75 

JI 

5971 

62 

33-00 

82 

696 

108 

4-50 

Ji 

5909 

63 

3»-34 

83 

588 

98 

4.45 

3} 

5845 

63 

31.67 

^ 

490 

87 

4.00 

34 

5782 

64 

31.08 

85 

40Z 

77 

3-75 

35 

5717 

65 

30.42 

86 

344 

67 

3-50 

36 

5651 

66 

29.75 

87 

457 

57 

3.34 

37 

5585 

66 

29.08 

88 

200 

47 

J. 08 

38 

5518 

67 

28.42 

89 

152 

38 

2.92 

39 

5451 

68 

47-75 

90 

114 

34 

4.75 

40 

5382 

69 

27.17 

9> 

82 

44 

2.58 

4' 

5313 

69 

26.50 

92 

58 

18 

2.42 

42 

SHi 

70 

45.83 

93 

40 

13 

2.34 

43 

5173 

71 

45-17 

94 

27 

10 

2.17 

44 

5102 

71 

24.50 

H 

»7 

6 

2.08 

45 

Sojo 

72 

43-83 

96 

II 

5 

1.20 

46 

4957 

73 

4}. 17 

97 

6 

2 

1. 16 

47 

4884 

73 

22.50 

98 

4 

2 

1. 00 

48 

481 1 

74 

21.83 

99 

2 

I 

0.75 

49 

4736 

74 

21.17 

lOO 

I 

I 

0.00 

50 

4662 

75 

20.58 

1 01 

0 

134 


XI.    ENGLISH  TABLE  No.  2   (William  Farr). 


Age. 

Living. 

Dying, 

Expectation. 

Age. 

Living. 

Dying. 

Expectation. 

0 

5126255 

817331 

40.36 

55 

2147180 

47003 

16.66 

I 

4308904 

281493 

46.95   1 

1  56 

2100177 

48530 

16.02 

2 

4017411 

145351 

49.10   , 

'  57 

2051647 

51921 

15.39 

i 

^881059 

95786 

50.03 

58 

1999726 

55033 

14.77 

4 

3786273 

69451 

50.28   j 

S9 

19446V3 

57914 

14.18 

5 

3716822 

50073 

50.21 

60 

1886779 

60599 

13.60 

6 

3666749 

36653 

4q.8g 

61 

'826380 

63119 

13.03 

7 

3630096 

31331 

49.39    1 

,  01 

1753061 

65497 

12.48 

8 

3598765 

26047 

4&M         1 

1  6j 

1697564 

67744 

11.94 

9 

3571718 

22976 

48.16    1 

64 

1629820 

69861 

11.4a 

10 

3549741 

19260 

47.47 

6S 

1 559959 

71841 

10.90 

II 

3530481 

16926 

46.73    1 

65 

14881 18 

73663 

10.41 

12 

3513556 

16668 

45.95 

67 

1414455 

75302 

9.92 

13 

340888 

16496 

45.17    1 

68 

1339153 

76718 

9.4s 

14 

3480391 

19061 

44.38 

69 

1262435 

77871 

9.00 

IS 

3461 3 31 

17203 

43.62- 

70 

1184564 

78709 

8.5S 

16 

3444128 

19532 

41.84 

71 

110585s 

79181 

8.13 

17 

3424596 

22674 

42.08 

71 

1026673 

79134 

7.71 

18 

3401922 

25802 

41.35 

73 

947439 

78817 

7.31 

19 

3376120 

26861 

40.67 

74 

868622 

77884 

6.94 

ao 

3349159 

27125 

39.99 

75 

790738 

76400 

6.57 

21 

3322134 

27380 

39.31 

76 

714338 

7434^ 

6.22 

21 

3194754 

27629 

38.63 

77 

639996 

71704 

5. 89 

IJ 

3267125 

27879 

37.96   ; 

78 

568292 

68499 

S.S7 

14 

3239246 

28128 

37.18 

79 

499793 

64759 

5.26 

IS 

3211118 

18383 

35.60 

80 

435034 

60540 

4-97 

26 

3182735 

28647 

35.91 

81 

374494 

55914 

4.70 

2^7 

3154088 

28924 

35.14 

,  82 

318580 

50979 

4.44 

28 

3115164 

29215 

34.57 

83 

267601 

45839 

4.19 

29 

3095949 

19515 

33.89 

84 

211762 

40614 

3.96 

30 

3066424 

29856 

33.11 

8S 

181148 

3  541 5 

3.74 

31 

3036568 

30208 

31.53 

86 

145713 

30387 

3.53 

32 

3006360 

30585 

31. 8S 

87 

115336 

25611 

3.33 

33 

2975775 

30990 

JI.17 

88 

89725 

21186 

3.14 

34 

2944785 

31420 

30.50 

89 

6S539 

17184 

1.97 

35 

2913365 

31886 

29.82 

90 

SI3S5 

13651 

2.80 

36 

2881479 

31379 

29.15 

91 

37703 

10611 

2.6s 

37 

2849100 

31905 

28.47 

91 

27092 

8060 

2.50 

38 

2816195 

33464 

27.80 

93 

19032 

5977 

2.36  ■ 

39 

2782731 

34053 

27.13 

94 

13055 

4321 

2.23 

40 

2748678 

34678 

26.46 

95 

8734 

3045 

2. II 

41 

2714000 

35334 

25.79 

96 

5591 

2083 

a. 00 

42 

2678666 

36024 

25.12 

97 

3608 

1386 

1.89 

43 

2642642 

36743 

24.46 

98 

2222 

894 

1.79 

44 

2605899 

37495 

23.79 

99 

1328 

559 

1.69 

45 

2568404 

38272 

13.13 

100 

769 

338 

46 

r.530132 

39077 

22.48 

101 

431 

198 

47 

2491055 

39908 

21.82 

102 

133 

III 

48 

2451147 

40759 

21.17 

103 

122 

61 

49 

2410388 

41629 

20.52 

104 

61 

31 

SO 

2368759 

42514 

19.87 

105 

30 

16 

51 

2326245 

43412 

19.22 

106 

14 

8 

52 

2282833 

44315 

18.58 

107 

6 

3 

53 

2238518 

45119 

17.94 

ic8 

3 

2 

54 

2193199 

46119 

17.  JO 

109 

I 

I 

XII.    FARR'S  ENGLISH    TABLE  No.  3.— Males.* 


Age. 

Living. 

1 

Dying. 

Expectation. 

Age. 

Living. 

Dying. 

1 
Expectation. 

0 

SII74S 

83719 

39.91 

55 

209539 

S144 

16.45 

I 

428026 

27521 

46.65 

56 

204395 

5281 

15.86 

2 

400505 

1421S 

48.83 

57 

199114 

5428 

15.26 

3 

J86290 

9213 

49.61 

58 

193686 

5584 

14.68 

4 

377077 

6719 

49.81 

P 

188102 

5752 

14.10 

5 

370358 

5033 

49.71 

60 

182350 

5929 

13.53 

6 

36332s 

3953 

49.39 

61 

176421 

6118 

12.96 

7 

j6ij72 

3310 

48.92 

62 

170303 

6514 

12.41 

8 

358062 

2734 

48.37 

63 

163989 

6515 

11.87 

9 

3S5328 

2297 

47.74 

^ 

157474 

6720 

11.34 

10 

553031 

1983 

47.0s 

6S 

150754 

6921 

10.82 

II 

351048 

1776 

46.31 

66 

143833 

7>iS 

10.32 

12 

349272 

1666 

45.54 

^7 

136718 

7297 

9.83 

xj 

347606 

1637 

44.76 

68 

I 2942 I 

7458 

8.36 

14 

34S969 

1679 

43.97 

69 

121963 

7593 

8.90 

IS 

344290 

1781 

43.18 

70 

114370 

7695 

8.4$ 

16 

342509 

1928 

42.40 

71 

106675 

7756 

8.03 

17 

340581 

2112 

41.64 

72 

98919 

7770 

7.62 

IS 

338469 

2320 

40.90 

73 

91149 

7733 

7.22 

19 

336149 

2541 

40.  *7 

74 

83416 

7639 

6.8s 

20 

333608 

2764 

39.48 

75 

75777 

7483 

6.49 

21 

330844 

2801 

38.80 

76 

68294 

7268 

6.1s 

22 

328043 

2836 

38.13 

77 

61026 

6990 

5.82 

*} 

325207 

2868 

37.46 

78 

54036 

6655 

5-51 

24 

3^1339 

2897 

36.79 

79 

47381 

6266 

5.21 

IS 

319442 

2926 

36.12 

80 

41115 

5832 

4.93 

26 

316516 

2954 

35.44 

81 

35283 

5361 

4.66 

27 

313562 

2981 

34.77 

82 

29922 

4862 

4.41 

28 

3 1058 1 

3009 

34.10 

83 

25060 

4349 

4.17 

29 

307572 

3038 

33.43 

84 

20711 

3834 

3.95 

30 

304534 

3068 

32.76 

85 

16877 

3328 

3-73 

31 

301466 

3100 

32.09 

86 

13549 

2840 

3.53 

32 

298366 

3134 

31.4* 

87 

10709 

2384 

3-34 

33 

295232 

3171 

30.74 

88 

8325 

196$ 

3.16 

34 

292061 

3211 

30.07 

89 

6360 

1590 

3.00 

3S 

288850 

3254 

29.40 

90 

4770 

1260 

2.84 

36 

285596 

3300 

28.73 

91 

3510 

979 

2.69 

37 

282296 

3352 

28.06 

92 

2531 

744 

2.55 

38 

278944 

3406 

27.39 

9J 

1787 

553 

2.41 

39 

275538 

3465 

26.72 

94 

1234 

401 

2.29 

40 

272073 

3529 

26.06 

95 

833 

285 

2.17 

41 

268544 

3596 

25.39 

96 

548 

196 

2.06 

42 

264948 

3668 

54-73 

97 

352 

132 

».9S 

43 

261280 

3746 

24.07 

98 

220 

86 

1.85 

44 

257534 

3826 

23.41 

99 

134 

55 

1.76 

45 

253708 

3912 

22.76 

loo 

7? 

33 

1.68 

46 

249796 

4001 

22.11 

101 

46 

21 

47 

245795 

4095 

21.46 

102 

25 

11 

48 

241700 

4192 

20.82 

103 

14 

7 

49 

237508 

4292 

20.17 

104 

7 

3 

SO 

233216 

4395 

19.54 

105 

4 

2 

$1 

228821 

4626 

18.90 

106 

2 

I 

5* 

254195 

4758 

18.28 

107 

I 

I 

S3 

219437 

4885 

17.67 

108 

0 

0 

S4 

214552 

SOI  3 

17.06 

109 

i 

*  Dr.  Farr's  Englisli  Life,  Males,  No.  3,  lias  recently  been  adopted  by  the 
Legislature  of  New  York  as  the  basis  of  annual  valuations  of  life  policies  by 
the  New  York  Insurance  Department — interest  assumed  at  5  percent. 


136 


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DISCOUNT  TABLE.* 

Present  Value  of  One  Dollar,  due  at  the  end  of  any  number  of  Years  not 
exceeding  loo. 


End 

End 

of 

4  per  Cent. 

5  per  Cent. 

6  per  Cent. 

of 

4  per  Cent. 

5  per  Cent. 

6  per  Cent. 

Year. 

Year. 

I 

.961538 

.952381 

.943396 

51 

.135301 

.083051 

.051215 

1 

.924556 

. 907029 

.889996 

52 

.130097 

.079096 

.048316 

i 

.888996 

.863838 

.839619 

S3 

.125093 

.075330 

.045582 

4 

.854804 

.822702 

.792094 

54 

.120282 

.071743 

.043.001 

5 

.821927 

.783526 

■747258 

55 

.115656 

.068326 

.040567 

5 

.790315 

.746215 

.704961 

56 

.111207 

■065073 

.038271 

7 

.759918 

.710681 

.665057 

57 

.106930 

.061974 

.036105 

8 

.730690 

.676839 

.627412 

58 

.102817 

.059023 

.034061 

9 

.702^87 

.644609 

.591898 

59 

.098863 

.056212 

.032133 

yo 

.675564 

.6i39"3 

.588395 

60 

.095060 

■053536 

.030314 

il 

.649581 

.584679 

. 526788 

61 

.091404 

.050986 

.028598 

11 

.624597 

.$56837 

■496969 

62 

.087889 

.048558 

.026980 

IJ 

.600574 

.530321 

.468839 

63 

.084508 

.046246 

■025453 

14 

■57747S 

.5r'5o68 

.442301 

64 

.081258 

.044044 

.024012 

IJ 

.555^65 

.481017 

.417265 

65 

.078133 

.041946 

.02265} 

i6 

.533908 

.458112 

. 393646 

66 

.075128 

■039949 

.021370 

17 

.513373 

.436297 

■371364 

67 

.072238 

.038047 

.020161 

l8 

.493628 

.415521 

.350344 

68 

.069460 

.036235 

.019020 

19 

.474642 

■395734 

.330513 

69 

.066788 

.034509 

.018945 

20 

.456387 

. J76889 

.311805 

70 

.064219 

.032866 

.016927 

21 

.438834 

■358942 

.294155 

71 

.061749 

.031301 

.015969 

22 

.421955 

.341850 

.277505 

72 

.059374 

.029811 

.015065 

aj 

.405726 

.325571 

.261797 

73 

.057091 

.028391 

.01421} 

24 

.390121 

.310068 

■246979 

74 

.054895 

.027039 

.013408 

as 

•375117 

.295303 

■232999 

75 

.052784 

.025752 

.012649 

26 

. 360689 

.ii8i24i 

.219810 

76 

.050754 

.024525 

.011933 

27 

.346817 

.267848 

.207368 

77 

.048801 

■023353 

.011258 

28 

■333477 

.255094 

.195630 

78 

.046924 

.022245 

.010620 

29 

.320651 

.242946 

■184557 

79 

.045120 

.021186 

.010019 

JO 

.308319 

■231J77 

.174110 

80 

.043384 

.020177 

.009452 

JI 

. 296460 

.220359 

. 164255 

81 

.041716 

.019216 

.008917 

32 

.285058 

.209866 

■154957 

82 

.040111 

.018301 

.008412 

33 

.274094 

.199873 

.146186 

83 

.038569 

.017430 

.007936 

34 

.263552 

■190355 

.137912 

84 

.037085 

.016600 

.007487 

35 

.253415 

. 181290 

.130105 

8$ 

.035659 

.015809 

.007063 

36 

.443669 

.172657 

.122741 

86 

.034287 

.015056 

.00666} 

37 

.234297 

.164436 

.115793 

87 

.032969 

.014339 

.006286 

38 

.225285 

.156605 

.109239 

88 

.031701 

■013657 

.005930 

39 

.216621 

.149148 

. 103056 

89 

.030481 

.013006 

.005595 

40 

.208289 

. 142046 

.097222 

90 

.029309 

.012387 

.005278 

41 

. 200278 

.135282 

.091719 

91 

.028182 

.011797 

.004979 

42 

.192575 

. 128840 

.086527 

92 

.027098 

.011235 

.004697 

43 

.185168 

. 122704 

.081630 

93 

.026056 

.010700 

.004432 

44 

.178046 

.116861 

.077009 

94 

.025053 

.010191 

.004181 

4J 

.171198 

.111297 

.072650 

95 

.024090 

.009705 

.003944 

46 

.164614 

.105997 

.06S538 

96 

.023163 

.009243 

.003721 

47 

.158283 

.100949 

.064658 

97 

.022272 

.008803 

.003510 

48 

.152195 

.096142 

.060998 

98 

.021416 

.008384 

.003312 

49 

.146341 

.091564 

.057546 

99 

.020592 

.007985 

.003124 

SO 

.1407' 3 

.087204 

.054288 

100 

.019800 

.007604 

.002947 

*  This  Table  shows  the  present  value  of  future  payments  of  One  Dollar  for  any 
number  of  years  to  100,  and  will  prove  useful  both  to  the  student  of  the  science 
and  t.T  the  solicitor. 


COMPARATIVE  MORTALITY  TABLE— I. 

showing  how  many  Persons  will  survive  each  Year  out  of  the  number  starting  in 
the  Year  of  life  indicated  by  the  several  Tables. 


Age. 


I  Dr.  Farr's 
I    English 
1       Life. 
iMaleNo.3. 


Adjusted 

.   .  !  Experience 

Actuaries.  1      "^    j. 


511,745 
4z8,oi6 
400,50; 
386,290 
Yll-fill 
}7o,J5S 
565,515 
561,572 
358,062 
555,518 
555,051 
351,048 
519,571 
347,606 

545,969 
544,190 
541,509 
540,581 
358,469 
336,149 
555,608 
330,844 
328,043 
515,107 
511,559 
519,442 
316,516 
313,562 
310,581 
507,571 
504,554 
301,466 
198,366 

195,151 
292,061 
288,850 
285,596 

282,20 

278,944 
175,558 
271,073 

268,544 
264,948 
261,280 
157,554 
255,708 
149,796 
145,795 
241,700 
257,508 
253,216 
218,811 
224,195 

219,457 
214,552 


100,000 
99,514 
98,650 
97,978 
97,507 
96,636 
95,965 
95,195 
94,620 
95,945 
93,268 
92,588 
91,905 
91.219 
<,o,529 
89,855 
*'9,i57 
88,454 
87,726 
87,011 

!;6,292 
^5,565 
84,831 
84,089 

85,559 
82,581 
81,814 
81,033 

So,z53 
79,458 
78,655 
77,858 
77,012 
76,175 
75,516 
74,455 
75,516 
72,582 
71,601 
70,5-0 
69,517 
68,409 
67,255 
66,046 
64,78s 


100,000 

99,159 
98,520 
97,781 
97,045 
96,509 
95,574 
94,840 
94,107 
95,575 
92,644 
91,912 
91,180 
90,447 
89,714 
88,980 
88,245 
87,510 
S6,774 

'"6,057 
85,299 
84,561 
83,822 
85,083 
^2,545 
81,603 
80,863 
80,123 
79,585 
78,649 
77,917 
77,191 
76,470 
75,755 
75,054 
74,505 
75,555 
72,771 
71,947 
71,080 
70,172 
69,231 
68,265 
67,275 
66,257 


Age. 


I  Dr.  Farr's 

English 
!       Life.      I 
iMale  No. 3.: 


Adjusted 
Experience 

of 
Mut.  Life.* 


55 
56 
57 
58 
59 
60 
61 
62 
63 
64 
65 
66 

67 
68 
69 

70 
71 
72 
75 
74 
75 
76 
77 
78 
79 
80 
81 
82 
83 
84 
85 
86 
87 
88 

89 
90 
9« 
92 
95 
94 
95 
96 

97 
98 

99 
100 
101 
102 
103 
104 
105 
106 
107 
108 


209,559 
204,595 
199,114 
193,686 
188,102 
182,350 
176,421 
170,303 
163,989 
157,474 
150,754 
145,855 
136,718 
129,421 
121,963 
114,570 
106,675 
98,919 

91,149 
85,416 

75,777 
68,294 
61,026 
54,056 
47,581 
41,115 
55,285 
29,922 
25,060 
20,711 
16,877 

15,549 

10,709 

8,525 

6,360 

4,770 

5,510 

2,551 

1,787 

1,154 

853 

548 

351 

220 

134 
79 
46 
15 
14 
7 
4 


65,469 
62,094 
60,658 
59,161 
57,600 
55,975 
54,175 
51,505 
50,661 
48,744 
46,754 
44,695 
41,565 
40,574 
38,128 

35,857 
35,510 
51,159 
18,797 
26,459 
24,100 
21,797 
19,548 
17,569 
15,277 
15,290 
11,424 

9,694 
8,112 
6,685 
5,417 
4,506 
5,548 
2,537 
1,864 

1,519 

892 
570 

359 
184 
89 
37 
13 
4 


65,208 
64,122 
62,991 
61,806 
to,  559 
59,241 
57,845 
56,55« 
54,780 
53,105 
51,551 
49,453 
47,475 
45,595 
43,200 
40, 80 
58,469 
55,950 
53,5'^7 
50,577 


■7,6f> 


7,731 


2,156 


*  This   does  not  by  any  means  give  the  eyact  mortality  experienced  by  the  Mu- 
tual Life  Insurance  Coir.|cny. 


COMPARATIVE  MORTALITY  TABLE— II.* 


showing  the  number  expected  to  die  out  of  l,ooo  persons  entering  each  year,  ac- 
cording to  three  English  and  one  American  Experience  Tables  ;  also,  in  the 
fifth  column,  the  number  actually  dying,  as  proven  by  the  Massachusetts  Com- 
missioners' observations  among  insured  lives  during  seven  years — 1859  *°  1865. 


1 

English  Life. 
No.  }. 

Mutual  Life, 

Massachusetts 

Age. 

CarUsle. 

Actuaries. 

General 

Experience. 

Experience. 

7  years. 

i?. 

9.20 

7.31 

7.77 

8.26 

7.01 

z6 

9-38 

7.36 

7.88 

8.}} 

6.69 

27 

9. 55 

7.76 

8.00 

8.41 

6.59 

28 

9.74 

8. 69 

8.1} 

8.49 

6.74 

29 

9-93 

9.82 

8.27 

8.57 

6.80 

30 

10.1} 

10.10 

8.42 

8.66 

7.42 

Ji 

10.  u 
10.56 

10.20 

8.57 

8.74 

8.01 

3* 

10. 1} 

8.74 

8.82 

6.76 

33 

10.80 

10.05 

8.91 

8.91 

6.0$ 

34 

II. OS 

10.15 

9.09 

8.99 

8.14 

iS 

11.33 

10.25 

9.28 

9.07 

7.43 

36 

11.62 

10.55 

9.48 

915 

6.34 

37 

11,94 

10.85 

9.68 

9.21 

6.56 

38 

12,29 

II. 16 

9.90 

9.27 

8.12 

39 

12. 6j 

11.87 

16. 1 } 

9-31 

8.S' 

40 

13.06 

13.05 

10.  }6 

9.32 

8.68 

41 

13.48 

13-77 

10.61 

9-34 

7.83 

42 

1394 

14-37 

10.89 

9.38 

8.40 

43 

14-44 

14.58 

U.25 

9-49 

7-09 

44 

14.97 

14-79 

11.69 

9-72 

9.49 

45 

15.54 

14.80 

12.21 

10.10 

8.53 

46 

16.15 

14.81 

12.8} 

10.66 

9.74 

47 

16.18 

14.60 

13.51 

11.33 

9.19 

48 

17.49 

13-93 

14.2s 

12.05 

10.28 

49 

18.2} 

I}. 68 

i$.o6 

12.77 

9-59 

SO 

19.02 

13.41 

15.93 

13-41 

9.73 

51 

20.42 

14.29 

16.89 

13-95 

10.14 

5* 

ai.45 

15.20 

17-94 

14-SI 

10.6} 

S3 

22.51 

16.14 

19.09 

15.13 

13.13 

S4 

23.64 

16.89 

ao.}i 

15.83 

14.34 

S$ 

24.85 

17.92 

21.66 

16.66 

12.07 

$6 

26.17 

19.00 

2}. 12 

17.64 

IS.  30 

57 

27.6} 

20.89 

24-67 

18.81 

16.46 

S8 

49.25 

24.20 

26.38 

20.17 

17.04 

59 

31.05 

28.27 

28  24 

21.75 

1977 

60 

33. OS 

33.48 

30.}} 

23.61 

20.95 

61 

35.19 

35.78 

32.61 

25.68 

20.79 

64 

37.77 

37.40 

35-12 

28.00 

18.92 

63 

40.5? 

38.25 

37.8} 

30.57 

27.48 

64 

43.60 

39-77 

40.82 

33.40 

25.55 

65 

46.98 

41.08 

44-08 

36.59 

35.13 

66 

<o.7i 

42.50 

47.61 

40.00 

30.07 

67 

54.83 

44.38 

$1.47 

43.86 

40.15 

68 

$9-35 

46.45 

55.63 

48.31 

42.65 

69 

64.15 

49.10 

60.08 

53.53 

33.05 

70 

69.62 

51.64 

64.93 

59.35 

68.00 

99 

1000.00 

1000.00 

1000.00 

*  As  it  will  be  interesting  and  instructive  still  farther  to  show  the  results  of  ob- 
servations upon  AMERICAN  lives,  in  comparison  with  other  calculations  made  in 
England,  we  append  two  other  Comparative  Mortality  Tables. 


141 


COMPARATIVE  MORTALITY  TABLE— III. 

showing  the  number  of  deaths  in  the  year  following  each  year  of  age  from 
twenty-five  to  seventy  inclusive,  out  of  one  thousand  persons  living  at 
each  of  sich  ages,  according  to  the  experience  of  the  three  several  Tables 
of  mortality  known  as  the  Carlisle,  the  Actuaries'  or  Combined  Ux- 
perience,  and  the  English  Life,  compared  with  Mutual  Benefit 
Tables. 


I^noBA 

Deaths  in  next  y'r 

Deaths  in  next  year 

Deatbt  in  next  year 

Deatba  in  next  yeaf 

LWb. 

AOE, 

Mottul  BcneSU 

Carlisle. 

ActaarieB*. 

Engliih  Life. 

looo 

25 

4.H 

7.JI 

7.77 

9. 20 

lOOO 

26 

10.29 

7.J6 

7.88 

9.38 

lOOO 

27 

9.91 

7.76 

$.00 

9.5S 

looo 

28 

8.42 

8.69 

8.13 

9.y4 

lOOO 

29 

8.34 

9.82 

8.27 

9.9J 

lOOO 

30 

6.98 

10.10 

8.42 

10.13 

lOOO 

3L 

8.28 

10.20 

8.S7 

10.34 
10.56 

looo 

32 

9.80 

10.13 

8.74 

looo 

33 

8.18 

lO.OJ 

8.91 

10. 80 

lOOO 

34 

9-71 

10.1$ 

9.09 

11. OJ 

lOOO 

35 

7.  Si 

10.2$ 

9.28 

II. 31 

lOOO 

36 

8.69 

10.  J  J 

9.48 

II. 6z 

lOOO 

37 

9-74 

10.8s 

9.68 

11.94 

looo 

38 

8.91 

II. 16 

9.90 

12.29 

lOOO 

39 

10,21 

11. 87 

10.13 

12.65 

lOOO 

40 

7. 58 

13. OS 

10.36 

13.06 

lOOO 

41 

12.01 

IJ.77 

10.61 

13.48 

lOOO 

42 

8.24 

14.37 

10.89 

13.94 

lOOO 

43 

12. OJ 

14.58 

II. 2J 

14.44 

ICXX5 

44 

II. J8 

14.79 

11.69 

14.97 

lOOO 

45 

10.  II 

14.80 

12.21 

15.54 

ICXX3 

46 

8.JJ 

14.81 

12.83 

16.15 

lOOO 

fZ 

12.6} 

14.60 

13.51 

16.80 

lOOO 

48 

12.60 

13.93 

14.2$ 

17.49 

lOOO 

49 

II. 1} 

13.68 

15.06 

18.23 

looo 

50 

16.  JO 

J3.41 

»S.93 

19.02 

lOOO 

51 

14.09 

14.29 

16.89 

20.42 

lOOO 

52 

II. 2S 

IJ.20 

17.94 

ai.4S 

lOOO 

53 

19-50 

16.14 

19.09 

22.51 

lOOO 

64 

15.27 

16.89 

20.  J I 

23.64 

lOOO 

55 

12.9s 

17.92 

21.66 

14.8J 
26.17 

lOOO 

56 

20.69 

19.00 

23.12 

lOOO 

57 

21.76 

20.89 

24.67 

27.63 

EOOO 

58 

19-58 

24.20 

26.38 

29.2s 

lOOO 

59 

21.13 

28.27 

28.24 

31.05 

lOOO 

60 

26.67 

33.48 

30.33 

33.05 

looo 

61 

28.24 

35.78 

32.61 

35.29 

lOOO 

63 

26.03 

37.40 

35.12 

37-77 

lOOO 

63 

17.76 

38.2s 

37.83 

40-53 

lOOO 

64 

17.59 

39.77 

40.82 

43.60 

lOOO 

66 

16.55 

41.08 

44.08 

46.98 

lOOO 

66 

40.98 

42.50 

47.61 

50.71 

lOOO 

67 

34.  Ji 

44.38 

51.47 

54.83 

tooo 

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Wynkoop  &  Hallenbeck 

No.  113  Fulton  Street, 
NEW  YORK, 

Are  fuUjr  prepared  with  New  Presses,  New  Type,  New  Materials,  and  all  the  lates! 
improvements  in  the  Typographical  Art,  to  execute 

AiLL    Kinds    of    Printing, 

SUCH  AS 

Books,  Pamphlets,  Periodicals, 

Cards,  Show  Bills,  Price  Lists, 

Circulars,  Hand  Bills,  Catalogues, 

Bill  Heads,         Show  Cards,  Receipts, 

Checks,,  Envelopes,  Labels,   &c., 

in  the 

Neatest  Style  and  at  the  Lowest  Cash  Prices. 


Our  long  experience  in  the  business,  and  the  increased  facilities  and  advantages 
of  our  New  establishment,  enable  us  to  assure  entire  satisfaction  to  all  favoring  us 
with  their  orders. 

The  Largest  Jobs  issued  at  a  few  hours'  notice. 

Grateful  for  the  liberal  patronage  heretofore  c;;tcnded  to  113,  it  shall  be  our  aim, 
by  constant  personal  attention  to  the  wishes  of  oar  customers,  and  by  maintaining 
the  reputation  of  our  house  for  Excellence,  Punctuality  and  Cheapness,  to  deserve 
its  continuance. 

Wynkoop  8/  Hallenbeck. 
113  Fulton  Street,  N.  Y. 


>r;^-J5t< 


THE  LIBRARY 
UNIVERSITY  OF  CALIFORNIA 

Santa  Barbara 


THIS  BOOK  IS  DUE  ON  THE  LAST  DATE 
STAMPED  BELOW. 


MAR221989 


R^'" 


WRR  2^  1989 


^6 


UC  SOUTHERN  REGIONAL  LIBRARY  FACILITY 


A    000  731  170    7 


